Back when I was a young pup in sales, I knew a salesman who bragged a lot. He bragged a lot about how good a salesman he was. He bragged a lot about being a minor league baseball player. He bragged a lot about how many girls he...
Read MoreIt’s a great thing to find a product that you really like to sell. It makes selling so much more fun, and so much easier. Prospects can sense your enthusiasm for what you sell. Properly used and timed, enthusiasm is an...
Read MoreSome people are big believers in sales scripts. I think that they have their place. Sales scripts are like training wheels. When you first start out you need them. But if you are going to do serious battle in sales, you gotta be...
Read More"Why not just ask open ended questions?" is actually question that I frequently hear. It’s an obvious question. One of the first things many people learn when going into sales is the distinction between asking...
Read MoreI don’t really like Barry Bonds. But I do admire Barry Bonds. In case you’ve been under a rock, Barry just broke Hank Aaron’s all time home run record on Tuesday night. Barry’s accomplishment is huge....
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