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Don’t Be a Wimp
I’m sitting at my car dealership waiting for my car to be serviced and the service advisor approaches me with a sheet of paper in his hand and look of trepidation on his face. He sits down next to me...
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3 Sales Presentation Openers to Avoid
During the last 17-plus years I have been part of, or watched, hundreds of sales presentations. More recently, I viewed a series of sales demonstrations and all but one of the four sales team opened...
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15 Sales Situations When You Should Slow Down
Many sales people are notorious for speaking too quickly and this habit can cost them money in lost sales. Here are 15 critical times sales people should slow down: 1. When opening a telephone call...
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Don’t Make this Fatal Sales Presentation Blunder
graphic created by Jesse Dee. http://about.me/jessedee At this year’s Consumer Electronics Show last week, renowned director Michael Bay was supposed to speak about Samsung’s latest product, the Curve...
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Stop Overselling!
Last week at my weekly dart game, one of my team mates asked if I followed hockey to which I replied, “No.” He then said, “I guess you don’t play in hockey pools either.” “Nope” was my response. End...
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What Jack White Taught Me About Selling
Last Thursday I saw Jack White perform at the Air Canada Centre in Toronto. Although the vocals were often difficult to hear (it was the ACC after all), White’s performance was outstanding. As I...
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Stop Spouting Off!
While I was having my car serviced recently at the dealership, I ended up speaking with the General Manager (we knew each other through recreational softball). During our conversation he stressed how...
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Why Your Slide Deck is Killing Your Sales
Last week, a colleague told me about a drive-along she did with a sales rep who was meeting with a new prospect. The rep invested time asking some good questions at the outset of the call and gained...
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5 Proven Strategies to Earn a Prospect’s Trust
Earning a prospect or customer’s trust and respect is something that top sales people consistently manage to achieve. But earning that trust can be difficult. Here are 5 ways you can earn a prospect’s...
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Critical Sales Presentation Mistakes
A few weeks ago, I attended a client conference and they had several people present throughout the day; including myself and another professional workshop leader. At the beginning of his presentation,...
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