I used to be somewhat shy. OK, maybe not shy in the wallflower sense of the word. But I am not a natural extrovert. In fact I took one of those personality tests a few years back, and it told me what I already knew. It told me...
Read More"They’re not our profile" he told me. "Huh?" I thought. So I asked him, "What does that mean, not our profile?" And he told me. He explained that even though this prospect we were talking...
Read MoreMost sales people give up way too easily. A friend of mine just shared that he got a check for $350,000.00 in the mail yesterday. Nice! His attitude about No’s is very revealing. How many times do you think my friend got...
Read MoreI remember the day I became a pain-junkie. It was pretty damned exciting. I don’t mean self-inflicted pain. No. I am talking about my prospect’s pain. I remember it well. I had my questions all planned in advance. I...
Read MoreAre you using every sales call as a chance to improve your sales abilities? Here are three things you can do start making the sort of small improvements in your sales abilities that will build up over time into major...
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