Objections are an inevitable part of sales, yet most salespeople, business owners and professionals aren't skilled in dealing with them. Which is unfortunate, because knowing how to effectively handle objections is crucial …
Your REAL Competition
Do you know who your real competition is? It’s not who you think. It isn't the people who sell the same product or service you do. It isn't even the people who sell products and services in the same general category as …
Are You Too Cheap?
Yesterday I received a menu in the mail from a local Chinese restaurant. On the front of the tri-fold mailer is a proud proclamation in large type: “$1.38 Chinese Food.” Sure enough, all of the appetizers and most of …
14 Things Your Prospect Doesn’t Care About
Too many salespeople, professionals and business owners are way too in love with themselves and their products and services. As a result, they spend far too much time throughout the sales process talking about things the …
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Marketing and Prospecting with LinkedIn Groups
LinkedIn is one of the most powerful marketing and prospecting tools ever created. It’s ideal for salespeople, professionals and business owners of all types. But do you know how to leverage it? Listen to my appearance …
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The Myth of Non-Verbal Communication
It happened again yesterday. I heard somebody proclaiming that words only account for 7% of communication, while vocal tone contributes 38% and body language makes up a whopping 55%. These figures are startling, …
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