I used to think listening to self-help tapes and CDs in the car was dorky. I remember the first time I ran into someone who listened to self-help stuff in the car. His name was David and he was a member of the sales team I was...
Read MoreRequests for references are common in many purchasing decisions. I got an email recently from a customer in the Caribbean Islands who was challenged by a prospect to provide some references right from the start of the sales...
Read MoreHave you ever thought about why some people trust you while others won’t? It’s a very interesting question for a salesman to ask himself. Some people trust you because you have a natural rapport. You get along with...
Read MoreBut maybe you thought it was. Now if you check your calendar, it will show you that today is July 4, 2007. But it is not the "4th of July". No. Today is Independence Day. And that is what I wanted to tell you today. It...
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