Early on my sales career I became well known for dropping my pants too fast. Dr. discount, one of the other sales reps called me. As soon as I had a prospect on the hook and ready to close, I would use a discount, sometimes a...
Read MoreNegotiating can be one of the highest tension moments in a sale. Whether it is or not for you depends entirely on your attitude. Yesterday I negotiated a contract for a new office space. My wife picked up the contract for me in...
Read MoreGuess who talks more: Men or Women? If you guessed women, you would be wrong. The results of a recent study show that men talk (slightly) more than women, particularly with strangers. Now for sales purposes, this ability *can*...
Read MoreTime for an attitude check. How do you see yourself performing this year? Are you going to have a great year, are you confident of it? Or are you just hoping to get through this and hold on to what you have? Confidence is a...
Read MoreMany sales people hold the mistaken belief that sales people are annoying. Now it is true that most of the world thinks this way about us. And it may even be true that many sales people are annoying. But if *you* hold the belief...
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