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News flash: You are “in sales” – whether you like it or not+

“Oh, I could never be in sales!” How many times have you heard people say that? And how many of...

Read More+ 1532 days ago
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You Don’t Know What You Don’t Know+

Most sales people have faced this moment of terror: Your prospect asks you a detailed and important question about your...

Read More+ 1541 days ago
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You Can’t Always Get What You Want+

The “Happiness Paradox” of John Stewart Mill states that, “Only those are happy…who have their mind fixed on something other...

Read More+ 1733 days ago
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Are you in sales? Or are you in marketing?+

The answer to the question above is; “Both.” As technology increases our individual capabilities, there is an ever-smaller distinction between...

Read More+ 1813 days ago
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Lights, Camera…ACTION!+

Why is a bad sales person like a bad actor? We know that they are both painful to watch –...

Read More+ 1839 days ago
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How to be understood+

Substitute “damn” every time you’re inclined to write “very.” Your editor will delete it and the writing will be just...

Read More+ 1857 days ago
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This Day Too Shall Pass+

Let’s face it – sales can be an extremely stressful profession. We’ve got quarterly numbers to make. We’ve got commissions...

Read More+ 1908 days ago
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Nothing Comes To Those Who Wait+

I watched my hapless cat trying to hunt birds the other day. She didn’t feel like running or jumping, so...

Read More+ 1929 days ago
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It Costs What It Costs+

Why are people always asking you to lower the price of your products and services? The answer is simple; because...

Read More+ 1993 days ago
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Run Away! The Art of Attracting What You Want+

The German philosopher Heidegger said that we tend to pursue those things that retreat from us. Every sales person is...

Read More+ 2008 days ago