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For most salespeople and sales organizations, negotiating with prospects and customers is a daily challenge.  We build our organizations with some of the best people, the best equipment, and facilities and even the best tools, only to find out that...
In the world today, a lot of salespeople and companies are lacking the confidence that prospects are looking for. Here are few tips and areas to focus on in order to show your prospects and even clients that you are confident and ready to take on...
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Are you tough enough to be in sales?  Are your people?  Mental toughness and sales go together.  If you want to be a good salesperson, mental toughness is essential.  Why?  Well, it might be obvious but let’s review: You face rejection You need to...
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Mergers and acquisitions. It's a phrase that most will only read in a financial newspaper. When we hear about mergers and acquisitions we typically think of companies like AT&T, Time Warner or Gannett newspapers.  For years, merging with another...
This video sales tip will show you a few of the areas to focus on when asking for referrals for your business. When it comes to business referrals, it is really not that hard to get them. You just need to know when to ask, who to ask and what to ask...
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The “elevator pitch”, the 30 second commercial, your introduction.  There are many names for how you introduce your company to the world but if you don’t have one that compels others...you’ve failed.  It surprises me, nonetheless, when I hear...
Getting prospects to “close” has a lot more to do with how you set up the meeting than it does with the end. If we don’t prepare how we set up our meetings, we may run into the proverbial, “let me think about it”, which is never what we want to hear...
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Most of us, including myself, are going to be glad when this pandemic is over. From a sales perspective, it has been difficult to adjust to all of the changes we've all been faced with.  However, as we have been teaching our clients over the last...
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Time is a flat circle.  I read that quote just the other day and it made a lot of sense to me.  In other words, patterns get repeated.  We are in an infinite loop. We are bound to repeat our behaviors over and over again.  That may be why, good or...
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In the last article we discovered the means and methods for high level goal setting in order to plan on achieving more in 2021. There is a final ingredient that should be discussed that may be the missing component in your final recipe for success;...

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