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Battle Royale+

Have you ever walked out of a client meeting and passed a competitor who was walking in? Or have you...

Read More+ 1475 days ago
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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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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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Big is small…and small is big.+

Here’s a crazy paradox: Giant mega-companies are trying to convince everyone that they are nimble, quirky, local, and small(ish) in...

Read More+ 1875 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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Don’t Despair+

I know this is hard to believe, but a few years back, I actually lost two sales in a row...

Read More+ 1978 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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Smile, You’re on Candid Camera+

Earlier this year, I decided to install some video security monitors on the outside perimeter of my house. I contacted...

Read More+ 2022 days ago
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Tired Old Lines+

You’ll often hear that an objection in sales is simply, “a request for more information” by your prospect. I prefer...

Read More+ 2034 days ago
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Prospects: If You Don’t Help Them, They Can’t Help You+

Back in the 90′s, I worked for a former Marine. He was a steely-eyed, Two-Tours-In-‘Nam, “Victory At Any Price” kind...

Read More+ 2224 days ago