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    Convincing People That Your Brand Is the Best Choice - Whether you own your business or you work for someone else, the chances are really good that you will need to get involved with marketing that business so that you can be successful and bring that business to the next level (in the not-to-distant future). In order to do that, you need to make other people feel that your brand and your offerings are the best choices for them and that you are the one who can solve their problem. Having the ability ...
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    How Can I Beat a Lie Detector? - The other day I watched that Seinfeld episode where Jerry put himself in a situation where he had to take a lie detector test. (he was dating this lady cop and she asked him if he watched the TV series "Melrose Place" which of course he lied and said he didn't, but she didn't believe him so he had to take test) So he was talking to Elaine and he was telling her "what can I do? Maybe I'll try to beat the machine", and she said, "who do you think y...
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    Rocky Balboa's Salesmanship Strategies - I love the Rocky movies, and what Gen-Xer wouldn't? Oh, the many memories of running on the beach training hard with the Rocky songs in my head. Remember the fight for the championship in Rocky 2, where he started the fight as a regular right-handed boxer only to switch in the end back to southpaw to win the fight?...
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    The Most Powerful Conversation You Can Have With a Prospect - It's tempting to talk about what we know, instead of what your prospect wants to know. Here's how to change your approach and have a successful sales conversation....
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    The Monkey That'll Teach You How To Sell - Would you try selling your product to a chimpanzee? Sounds like a dumb question right? But don't judge quite yet - here's a story of a most successful, chimp-talking marketer that will teach you how to skyrocket your sales...
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    The Best Sales Follow Up Tool to Make More Commission - The best sales follow up tool to make more commission leading to great results is not at all complicated. Get more sales, more clients, a bigger network when you stay connected. The gold is in the follow up....
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    The Only Mindset You Need To Become A Top Salesperson - After spending many years in the sales arena, I realized that there are specific characteristics that set apart top sales people from the average ones and the same is true for those who are not successful in sales and these characteristics are the same regardless of the type of business you are in as a sales person. They go to work to work The top sales people go to work to work, It should be a common sense, right?...
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    List Building Tools - The Fortune is in the Follow Up - List building tools are the foundation for earning a six figure sales commission income. Most automobile salespeople consider the vehicles on the lot as their inventory. Wrong!...
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    5 Quick Secrets To Compelling Emails - Want to get your emails returned? Who doesn't Many of us would settle for just getting our emails read! Let's face it: prospects get hundreds of emails per week and there is a slim chance they are going to read - let alone respond to - an email from a sales rep....
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    Tackling the Problem of Sales Engagement With Your CRM - A 3-Step guide to improving the sales engagement with your CRM system. Improving data quality and giving your greater insight into your business....
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    From Sewer-Line to Pipeline With Insight Selling - Here's a story about how a VP of Sales resurrects her pipeline by showing her team how to lead customers to value with insight. As they achieve true sales wisdom, it's like they're using GPS while the competition is selling blind....
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    How To Boost Your Holiday Sales Using BOGO - The holiday season is peak season for most small businesses. One of the most overlooked marketing tricks to boost holiday sales is using BOGO (buy-one-get-one) offers....
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    5 Ways a Copywriter Can Help You - Also known as "web copy", a copywriter can help you explain concepts and persuade online readers to do something positive. The buzzword today is content. Marketers use the word content to describe anything on a website or published on social media....
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    Negotiating Is Key - Negotiating is a skill that can be obtained through various methods but it all comes down to practicing and learning from your mistakes. Get a better understanding of negotiating and what it can get you....
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    What to Do When a Prospect Breaks Your Heart - Losing a prospect when you've nurtured the relationship can be painful. How do you put yourself in the best position for your prospect to choose you?...
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    Doctor or Salesperson - Which Would You Rather Be? - Saw these average salaries quoted in USA Today last week: Physicians are the highest paid salaried employees in the U.S.: $187,876 a year. Pharmacy managers are second at $149,064 per year. Third are patent attorneys at $139,272. Fourth are medical science liaisons at $132,842. When I was growing up, my parents wanted me to be a doctor - or a lawyer. They argued that I'd make lots of money, have job security, and would have a highly respectable c...
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    Should You Use: "Is This a Good Time" - Yes or No? - The debate of whether to open your calls asking, "Did I catch you at a good time?" or "Is this time still good for you?" (for presentation call backs), is alive and well - unfortunately. Just last week, I received this email question from a reader: "Hi Mike, question - after I send out information to these guys and I come back to them with an idea do I ask them if they have a minute before going into my pitch?"...
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    What You Must Know to Excel As a Sales Professional - We all conversant with the popular maxim that, "knowledge is power". Without any doubt, knowledge is indeed influence, control and power for the sales professional. In today's competitive business environment, anyone desirous of success must first seek, pursue and capture knowledge. This can be referred to as know how, the capacity of information that is generated through study and interactions, as well as experience. So, what must you know as a ...
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    Why Does Your Business Need A Sales Funnel? - A sales funnel is set of steps where you guide a prospect through a series of communications that results in them buying from you. But what happens after that first sale is made?...
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    How to Bundle Your Leveraged Sales Offers - Is there a way to bundle leveraged sales in a way that it is lucrative to both you and your prospects? The answer is yes and we will cover the basic process promotion of bundled goodies....
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    Some Ways to Feel More Comfortable About Cold Calling, Sales and Business Calls - Speaking to people on the phone can sometimes cause anxiety, whether it's a cold call, a call to an existing client or a call to chase money. Here are some ideas to help you reduce that anxiety....
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    Creating Positive Habits - Whether you would like to admit or not, we all have habits. Some of them are good, such as exercising or even reading everyday....
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    Planned Spontaneity For Sales Professionals - Planned spontaneity is a great technique for sales professionals. A polished salesperson knows that the unexpected often happens and humor can save the day. Learn how you can use humor to save the day!...
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    Why Education Is Still Important in Leveraged Sales - Leveraged sales are a means, not the ends to your educating your prospects are still the primary goal. The more informed they are, they can make wiser decisions....
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    Today's Challenges in Managing the Selling Cycle - It's every salesperson's aim to reduce the selling cycle so in turn more business is generated. However, the selling cycle can slow down and even stall when: • The client hadn't dealt with your company and is unfamiliar with your products or services • A major decision is required that will require a large financial commitment and other resources • Cross organisational functions involved in the decision-making process • Many c...
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    Sorry, Practice Doesn't Make Perfect - This is one of my favorite sayings, and I love to use it during training or during a speaking event. I ask the audience how many people think that practice makes perfect, and you should see the hands shoot up! Everyone has heard this saying since they were kids, and most people believe it is true. And you should see the look on their faces when I tell them it's not. As they slowly put their hands down, I tell them that practice only makes permane...
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    When "No" Is the Best Answer - "No" can be the starting point of the biggest sale of your career. Experienced and successful sales professionals know that "No" should not be confused with "Never.""No" can mean that this is not the right time to ask for the sale. "No" could mean that you are talking to the wrong person. Turn "No" on its head when you: 1.) Confirm the role that your product or service can successfully play in the realization of your prospective clients' goals; 2...
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    Dealing Successfully With Gatekeepers - Every month, I get emails from my readers asking me how to deal with gatekeepers. They tell me the most frustrating part of prospecting is actually getting through to the decision maker. They get interrogating questions like: "Will he know what this call is about?" And "Is she expecting your call?" And "Have you spoken to him before?"...
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    How to Maximize the Return of Your CRM Platform - Buyers are entering the marketplace engaged and educated, so insights of their experience become your company's competitive advantage that can translate into revenue growth. You can do this through proper CRM platform (Salesforce) integration and aligning sales and marketing....
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    Influencer Moments of Truth for Business Growth - What are the moments of truth in your practice? What mechanisms do you have in place so you can capture referrals, testimonials and LinkedIn recommendations? It's essential you harness the power of your moments of truth so you can increase the amount of trust in your business, capture more leads and have a greater impact on the potential clients who need your help....
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    First We Form Habits, Then They Form Us - I just worked with a great inside sales team in Louisville, KY (hi Kathy, Darryl and the team!), and this week they begin working with a new, best practice approach that is going to make them much more successful. I'm excited for them! At the close of each day of training, I told them that the biggest challenge isn't going to be learning the new scripted approach (although that will definitely take some effort), but rather it will be in unlearnin...
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    How to Improve Productivity and Team Efficiency With the Help of a Mobile Sales Rep App - Managing sales operations when your team is in the field was once a challenge, let alone the uphill battle faced by field sales reps, who are often left to face last-minute scenarios not quite prepared for. But all that's changed thanks to the mobile revolution and to useful mobile sales applications that totally empower field reps to close deals from anywhere....
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    Selling, Getting Cash Safeguard With Cash Drawers - Cash drawers are one of the core components to every Point of Sale System. It has separate compartments for coins and bills of different denominations. Money, credit card receipts, and other paperwork are stored here. Cash drawers can be printer or terminal driven. This piece of hardware receives a signal from the computer or receipt printer and opens when necessary....
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    8 Facts That All Sales People Should Know - If you ever wanted to go into Sales, here are some essential points that you need to know. If you are already in Sales, these are facts that you will know and resonate with you....
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    Your Comfort Zone and Your Success - I once heard a joke that goes like this: "The only reason there are matinee movies in large metropolitan cities is for commission sales reps who have hit their comfort zone income early in the month." I remember my thoughts when I first heard this. I remember thinking that when I got near the production I needed to make my expenses for the month, I let my foot off the pedal. Once I knew I was covered, I just wanted to relax....
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    Key Tips to Write Result-Oriented Product Descriptions - Accelerating your product awareness is the just the best vehicle to get new and new customers. Read the article to know how to start with writing gripping product descriptions!...
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    How to Install a Receipt Printer - If you are running a retail business or thinking of starting, you must install POS system to improve the performance of your business. This includes a cash drawer, receipt printers, barcode scanners etc. In this article, we will be talking about on how you can purchase a right printer for your business and how to install it with your system....
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    Simple Tricks That Can Increase Conversions - Conversions are one of the of the most important factors that can earn profit for your business. Running a test for conversion is the ideal way to increase your website conversion rate and it is not an easy process, but if you have time to manage this then it will bring benefits to your business. Please do some research and learn from other business owners since you can get more information from them....
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    Tips To Increase The Size Of Your Sales - The sales profession moves faster than ever today. Your sales process should be simple and save you time and the more you put in, the more you get out. This article will walk you through tips and tricks for improving the sales for your business....
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    Prospecting and Getting Appointments - Sales pros know that to make the sale, it's essential to identify qualified prospects who could benefit from your products and services. But first you have to meet them and make an appointment to uncover and address opportunities. The skills of prospecting and getting appointments are the cornerstone of sales success....
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    Why The Popularity Of Sales Speakers Are On The Rise - Motivation is a pivotal element for your everyday lives, as without it you will not have enough drive for accomplishing what you want in life. In today's world of business, motivation remains the key of successful people, as it helps them to attain their business goals easily and reach their life objectives quickly. This is why most of the business owners hire the services of a sales motivational speaker for motivating and influencing their workf...
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    Your First Step in Lead Gen Begins With Knowing Your Customer - No matter who you are, if you're reading this we have one common goal: The need to make your lead generation strategies more effective. Regardless if you're a B2B or B2C marketer, your goals are to: ...
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    Whatever You're Thinking, Think Bigger - You've probably heard the expression that "Life is a self-fulfilling prophesy." Nowhere is that more immediately apparent than in the world of commission sales. As you look around the company or industry you work in, I'll bet it's true that some reps, the top producers, are making two, three or even four times more than other reps selling the exact same product or service? Have you ever asked yourself why that is?...
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    General Patton On Singleness Of Focus - When I get in each morning, I look at my calendar of to do's, and as soon as I get started on one task, my email beeps, and I take on something else. Next, my assistant reminds me of an article or email I need to write, so I start that as well. The next thing I know, it's 5 P.M., and I haven't done any of my follow up calls, let alone prospecting. If you're like many other professionals I know, you can probably relate....
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    Hard Work Pays Off: I'm So Annoyed My Father Was Right - This quote sure struck a chord with me. I can still hear my own father telling me how important hard work was. He used to say, "There's no substitute for hard work, Michael." And he used to practice what he preached. He was always the first one up in the morning, around 5am, and he wouldn't return until after 7:30pm. He would spend an hour or so chatting with my mom after dinner, and then it was time for bed....
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    Can You Compete With the "Pinky-Ring-Wearing" Salesperson? - Compete against brashness and hype by offering your prospects something more valuable. Be a consultative salesperson....
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    A Kick In The Teeth May Be Good For You - When I read this quote, I immediately resonated with it. The kick in the teeth came for me when I lost one of the most important sales in my young sales career. While we never like losing a sale, sometimes when we do there can be some good that comes from it. There sure was the case for me. Here's what happened....
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    Expand Across the USA - Take a Bigger Piece of the American Pie - Your business needs more revenues. For most small and midsize businesses, expanding within their home country - the U.S. - is the best option. This article makes a case for why SMB/midmarket companies should expand within the U.S. It discusses the benefits to the company, the American worker, American vendors and the American economy....
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    5 Sales Tips to Sell More - Professional salespeople know there are no short cuts to qualifying prospects, or asking related questions to understand their buying hot button. Over the years I have been asked countless questions, from what seems to be as many salespeople, some good, others who were thorough professionals, and still others that I felt somewhat inferior to be in their presence. Of all of the questions I have been asked to answer over that time is, "What can I d...
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    Avoiding The "Average Trap" And Learning To Become A Sales Professional - Average is an epidemic sweeping across America and affecting salespeople everywhere. In this article I want to shine some light on the issue and offer some ways you can avoid the Average Trap and become a true sales professional!...
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    Why Qualifying For Timeline Is Important - Okay. So I've been in sales longer than some of my clients have been on the planet. I've made thousands and thousands of prospecting calls, and thousands and thousands of closing calls. I teach, train, write books on phone scripts, and develop customized phone scripts and inside sales training programs for sales teams worldwide. You'd think that I would never get tripped up by or neglect the fundamentals of sales, right? Wrong....
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    The Seven Deadly Sins of Selling - The Seven Deadly Sins Of Selling As a sales professional with any level of experience, there are several mistakes that, once made, turn even a promising sale into an uphill climb. These seven deadly sins of sales are easy to make, even by an experienced professional, so recognizing the sins and planning how to avoid them in your next meeting will be critical for success. To help sales professionals, here are the seven deadly sins of sales and how...
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    The Benefits of Corporate Apparel - Corporate apparel provides many benefits for companies. This article covers some of those benefits....
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    How to Increase Selling Power With the Right Words - People love information. If you give them something interesting to read, you can direct them anywhere you choose....
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    C-Level Selling - 6 Steps to Get Your Higher Price - The best way to get your price is to work with the C-level boss or the leader of the profit center. However, if you encounter resistance along the way these 6 tips will help you get your higher price....
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    Why You're Wrong About Phone Scripts - Next week, I'll be presenting two breakout sessions at the Microsoft sponsored AA-ISP's Leadership Summit in Chicago. I'm going to be presenting both sessions centered on the importance of having and using best practice scripts (one B2B and one B2C session). What I find interesting is the mixed reaction I still get when I speak to some sales leaders about the use of scripts....
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    How To Present Your Sales Proposal Like a Professional - Learn how to present your sales proposal like a pro. Here are 9 tactics that the best sales professionals in the world commonly use while presenting their sales proposals....
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    The Power of Positive Sales Habits - Habits are easy to incorporate into your daily sales routine. Since they focus in on what you should be doing and what you do well, building on these habits is creating a strong sales plan that is proven to drive sales and boost your qualified leads....
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    The 5 Step Sales Closing Approach - Closing the sale is one of the most important aspects of any sales job, but it is also one of the most difficult. To help you get the best success from your sales calls, it can be useful to adopt a strategy proven to get results. With this five-step sales closing approach, you will be able to improve your overall performance....
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    Sales Rules To Live By - Learning a few sales rules that you can apply everyday and in every situation is important to your growth as a professional. Here are some rules for you now!...
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    How Successful Sales People Continue to Grow - Sales is both an art and science. Top sales professionals are always looking for ways to get better at both the art and the science components of selling....
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    Speak With Language That Sells Any Commodity - I remember in my early years of field sales, more than once customers complimented me on my approach of having sales conversations with them. To speak an adaptable sales language means you can craft a conversation that sells any type of commodity....
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    Using Content Marketing to Sell Online - Blog content (as a matter of fact, all content) has a very specific purpose. That purpose is to educate and inform your readers/target audience) about your products/services and to put them in a position of knowing a little more after they read your content than before they read it....
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    Top 6 Sales Enablement Best Practices - Sales enablement proves to increase performance. Check out the top six sales enablement best practices for B2B sales leaders to measure their sales productivity....
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    Learn 2 Things for Successful Sales Leadership - The secret to learn and become successful sales leaders involves a few capital basics, that only smart learners can perceive quickly and use for own advantage. Thus the purpose of learning universally is growth as we all know; unfortunately people experience it at different levels....
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    How To Handle: I Looked It Over And I'm Not Interested - Don't you hate it when you get back to your prospect, you're ready to give a great pitch, you need the sale, and and they tell you they looked it over and they're not interested! Wait a minute! You want to scream. Just give me a chance ...
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    Why The 'Will To Win' Isn't Enough - Today, I find that I can do just about anything if I'm willing to put in the time to prepare to win. You can too - if you're willing to put in the time. The question is, are you?...
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    Top 4 Sales & Marketing Ideas to Win More Business - Sell to companies you currently do business with. Communication is key between and with sales professionals and IT. Sell to public companies. Use tools such as FedEx to reach C-Level players....
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    Improved Efficiencies Associated in Using Computerized POS Devices - The new innovative devices are ditching the use of traditional methods of sales making the business owners adopt them for proper and improved functionality. The business has shifted from traditional recordings to the modern use of recordings where there are no antiquated cash registers in use. With the use of modern point of sale devices, the clear gains can be seen where hassle free work is performed in the right order....
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    Serve Up a Little MAYO With Your BLT With Your Prospects and Clients - In my last article, "Serve Up a BLT - Believability, Likeability & Trust to your Prospect or Client on Your Next Sales Call!" I mentioned the importance of establishing "BLT" with your clients and prospects before you engage in selling activities. But a BLT served up with a dollop of MAYO - MARKETING ALWAYS YIELDS OPPORTUNITIES, can help in driving deeper more meaningful client connections and increased revenues....
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    Sales Advice: How To Escape The Hamster Wheel of Technology That Overwhelms Us and Enslaves Us - Recently, while attending a Board of Directors meeting, I noticed a client, who is a CPA, incessantly checking his phone messages and texting while we were in the board meeting. After the meeting, I had a conversation with him about this rude, distracting and addictive behavior that not only distracted him, but distracted the rest of the board members who were trying to pay attention. The guy is a cell phone addict....
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    The Five Second Rule - Thoughts are things. As true as the law of gravity, this is one of the fundamental laws in the universe. Whatever you believe with feeling, you bring into your life. And like gravity, you don't have to believe in it for it to always be working in your life....
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    Serve Up a BLT to Your Next Sales Prospect (Believability-Likeability-Trustability) - Prospects and customers really want to believe, like and trust you the sales professional. If you have their best interests at heart and go the extra mile for them they will help you succeed....
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    We Can Do It! - The exciting thing, though, is that a "can do" attitude is contagious. When you infect a whole team, a whole company, a whole family with a "can do" attitude, a lot of exciting things begin to happen. I always think of the impact one runner had on the world's performance once he changed everyone's attitude with his own accomplishment....
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    Prospects and Tire-Kickers - Addressing the questions and objections that prospects may have is a standard part of the sales process and the engagement is always welcomed by those who sell. But how can you recognize the difference between a prospective customer and someone who will only waste your time? What you need is an easy and effective technique that will allow you to efficiently and politely expose and dispose of faux "prospects," known as tire-kickers. As you may hav...
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    You Can Do It - Can you become a top sales producer? We all know who the top sales producers are. Every company has them. If you look at all the producers in your company, I'm sure they are ranked in production from top to bottom. If your company is like most, there are probably even monthly or quarterly bonuses for the top revenue earners....
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    Tom Brady and Lessons for Sales - Whether you're a fan of Tom Brady or not, you've got to agree he's a winner. In fact, if he and the Patriots win this week's Super Bowl, he will break the tie with Terry Bradshaw and Joe Montana of winning four Super Bowls. Tom Brady will have five, and he will be the best of the best. The article I read last week, yet again, provides a big lesson for all of us in sales....
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    Cohesion and Its Importance: Four Strategies for Coaching Sales Teams - The Consistency to maintain cohesion amid sales team requires well define leadership style in terms of transmitting own culture to the team and values. Therefore, the coach's personal confidence regulates the authoritative tone for a prosperous sales team fate....
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    Sales Advice From Pablo Picasso - I read a great quote from Picasso (yes, the famous painter) the other day, and it really resonated with my sales philosophy. Here it is: "Learn the rules like a pro, so you can break them like an artist." You're probably wondering what that has to do with sales, and it's simple: Most sales rep's instincts are to adlib when they get an objection or when they get into a sales situation that isn't going their way....
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    How To Qualify Someone As A Lead - Want to know a sure shot way on how to qualify a potential lead? Stop wasting time and read this!...
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    How EPOS Packages Are More Than Just Till Systems - Many Owners of Retail and Hospitality businesses are misinformed about the capabilities of EPOS systems as they think that all they do is operate as till systems. The purpose of this article is to show you that EPOS softwares are more than just till systems....
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    Manipulative Techniques: Why Are They Very Important to Salespeople? - We have been inspired by the pioneers of sales of the past years that we now know as sales gurus. By means of the traditional sales techniques, they have achieved greatly, and that these techniques have been our references....
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    Maximizing Sales Using the Right Techniques - The aim of every business is to provide products and services to consumers and make a profit from that enhanced growth. Small business owners can also manage to maximize their profits by using different effective sales techniques to make sure they attract and maintain customers. It is a guarantee that good customer care will make customers come back again and again becoming loyal to you....
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    Selling Tips for Small Businesses - Any business marketing strategy is meant to generate sales. Most people think that by just marketing their businesses in the first instance, sales will improve. However, even after making your business known and attracting more customers to your premises, the sales may increase but there is always something you can do to make them attain their full potential....
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    The Real Art of Selling - Selling is a process where some form of business is transacted. In the olden days, there was barter trade, where items of mutual interests were exchanged, but today, selling usually involves monetary units or value. Not only companies undertake the process of selling; individuals too, and that's not necessarily involving money....
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    6 Effective Ways to Boost Sales With Downloadable PDF Guides - Over the past several years, there's been an increased interest in guides and eBooks. They're everywhere....
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    Increasing Small Business Sales - Making a sale is a major part of any form of business as this is what determines the popularity, growth and business profits. If you end up selling nothing, this means that your business is not making any positive progress hence the need to come up with ways to help your business fly and make you smile. It is however normal to have reasons beyond human control whereby the sales drastically decline although this pass....
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    How To Leverage Facebook's New Page Engagement Audience To Rapidly Grow And Scale Your Business Pt 1 - Facebook's Page Engagement Audience is a game changer. Learn how you can take advantage of this feature to grow and scale your business....
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    Sales As A Spiritual Practice - Because of the focus on placing solutions, sellers create their own failure, waste 130 hours a month, and fail to close all they can close. Buyers go through stages of decision making and consensus before even understanding if they should buy anything. It's possible for us to make sales a Spiritual Practice....
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    Prospective Sales Emails: Effective Technique to Write Sales Statements - The impact of modernization has shaped the time management of businessmen in such a way that, professionals become choosy even to read emails. The particular behavior has brought a lot of challenges against other businesses attempting to prospect via sales emails....
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    The Greatest Gift In Selling - Time! How NOT To Get Caught Up In The Tyranny Of The Urgent - The tyranny of the urgent refers to how high a priority the task at hand is. Learning to prioritize your tasks without getting caught up in the urgency of less important tasks is important to your success in sales....
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    Attracting, Selling, and the Path to Purchasing - The 3 As of Attracting People Acceptance Accept people as they are. Allow them to be themselves. Don't insist on anyone being perfect....
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    4 Ways to Turn a Sales Pitch Into a Connection - Whether it's an effective promo product or a service that the client does indeed need, presentation is everything. But the "sales pitch" doesn't work nearly so well, as potential buyers have become far more skilled at the art of deflection. It may come as a surprise, but one of the best tactics to selling something is, well, not to sell it....
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    Nine Ways to Build Trust and Win the Sale - Building trust is one of the best ways to increase sales of products and services. Learn what actions you need to take to build trust and build your business....
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    3 Steps to Quickly Build Credibility When Selling To C-Level Executives - This article shows how to quickly establish credibility with C-Levels and other powerful executives. With credibility you can now ask for whatever you want - his commitment, the order, a referral, etc. Read on to learn more about credibility with C-Level executives....
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    The Top Five Sales Myths - As someone who has been in sales for over 29 years, and now as a sales trainer, speaker and coach, I continually hear debate over the following five sales myths. In this article I will expose and throw light on these top sales fairy tales....
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    In B2B Sales, Is the "Hunter" Role Dead? - I believe it has changed significantly, and may become extinct in the near future, especially if your company still uses the B2B hunter sales person in the same old way. And I am saying this, as someone who has been a hunter salesman for close to 40 years. In B2B, there are usually two roles that are associated with sales; a hunter and a farmer....
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    Get Past The Gatekeeper & Close More Sales - It can be difficult to get past the gatekeeper at many businesses. In this article, I discuss some steps you can use to get past the gatekeeper and reach the decision maker....
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    The PINKSPOT Sales Formula for Success - If you are a sales person and want to hone the basic techniques of sales, this article will help you immensely in your journey. The points explained are very simple to follow and implement....
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    What Percentage Of Revenue Should B2B Companies Spend On Marketing & Sales? - This is a great question, and one that many B2B companies struggle with. Let's look at the B2B marketing budgets of two of the most successful B2B companies in the past 40+ years. These two companies are IBM and Microsoft. First of all, nobody has ever accused either of these two companies of having the best technology, and yet both of them have survived through many recessions, to become two of the most successful companies in history....
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