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The Opportunity of Business Social Media
Social media has become a phenomenon beyond words. Hundreds of millions of people all over the world have joined the party. In a millisecond, millions of people can know everything about everything...
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Show Me the Value, or I’ll Show You the Door.
How do you make a sales presentation? No I don’t mean warm up, probe, present, over come objections, close. I mean what’s the big picture of your sales presentation? What’s the content of your sales...
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Dream your way to sales success… all day long.
Daydream is the BEGINNING of a journey, an act, a goal, a fantasy. The most important part of daydream is to do it. And take note of it. Not just as whimsical, but as a possibility of what might be....
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Time is on Your Side, as Long as you Understand it.
“Time is money.” You’ve heard that expression a thousand times or more. And as many times as you’ve heard it, you have universally ignored it. Every year I get hundreds of requests for a course in...
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Uncovering your own secret of selling…Why YOU buy!
Think about the last few things you purchased. They hold the secrets to increasing your sales. Giving a seminar, I was in a stream-of-conscience talking about buying motives and why people buy. As...
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Sales Strategy? Yes! Sales Approach? Yes! Sales System? NO!
I’m against all systems of selling. So are all salespeople. Oh, sales systems are taught all the time. In fact, almost every salesperson has learned one along the way. I ask every audience I’m in...
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This Place Couldn’t Survive Without Me… Not.
When I was 19, my dad made me production manager of his 75 employee kitchen cabinet manufacturing factory. Before I officially took the job I worked in the shop at each job, and set production...
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What Drives You Into the Sale? And Drives You Out with the Order?
Got a company mission statement? “Yes, Jeffrey. We do.” Really? Can you recite two words of it? “Uh, no.” How come? Dude, it’s your MISSION. It’s what is supposed to drive you into the sale — and,...
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