Historians call Ben Franklin the "First American" because he was so responsible for shaping America and the American Character. Ben was also one hell of a businessman with a sharp eye on building and maintaining his...
Read MoreOnce you are in final negotiations with your prospect, things can still be tricky. You and your prospect have goals that are directly at odds with each other. He wants the best deal he can get, and you want to maximize what you...
Read MoreI am remember the first time I heard this I thought it was a bit unusual. I heard someone suggest mentally declaring your "intention" before making a phone call or before a live in-person sales call. Having studied...
Read MoreDo your prospects expect you to be nice and professional? And then do they still want you to be a "cut-throat" vendor and give ’em your cheapest deal? That pretty much sums up most people’s wants from a...
Read MoreI asked her if that was the "Insult Sales Technique". By the frown on her face, she didn’t think I was too funny. But I got a good laugh out of the odd number of skiers stopped at the top of the run, buckling...
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