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Hit Me With Your Best Shot
Hit Me With Your Best Shot We’ve all had some sort of experience that bears resemblance to what I’m saying here: You’re doing some prospecting and have gotten into the rut of thinking that every phone...
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What is Public Relations?
As a sales trainer, I am often asked about the difference between branding, marketing, advertising and public relations. I thought that I’d go straight to an expert, Alan Winnikoff of Sayles &...
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You’ve Made Me So Very Happy
You’ve made me so very happy. You’ve experienced it right….that very first rush of sheer joy that comes with the word “yes” spoken by a prospect that you’ve been trying to win for so very long....
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Everybody Loves A Winner
That’s right, everybody loves a winner. We all tend to gravitate towards the people that are positive and confident, enthusiastic and well, joyful. And while they might not ALWAYS be a winner of new...
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You Say Goodbye and I Say Hello
You say goodbye and I say hello. But here’s the thing, I’m not referring to the disconnect in our personal lives but rather the disconnect that can occur in our business relationships as well. The...
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Beware: Don’t Forget WIIFM
Yep it’s true. The second you start to go on and on about what it is you “do” you lose the attention and interest of your prospect or client. Believe me, I’ve seen it happen. People exist in a WIIFM...
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3 Amazingly Easy & Overwhelmingly Effective Ways to Stay on the Grid
It’s true for almost everyone that sells almost anything. You have prospects that are stuck in the sales funnel and there’s been no progress for weeks or perhaps even months. You have referral sources...
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Yes Baby, Any Way You Want It
Any Way You Want it. Okay, are you an “any way you want it” kind of business person? The fact is that more and more people are saying yes simply because business is tough and the feeling is to just say...
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Back to Basics
It’s been quite a few weeks for us on the East Coast hasn’t it? For many, no power, no heat, no technology (GASP!). And for way too many, loss of their personal possessions and homes and the tragedy...
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Stop Asking So Many Questions!
“Stop asking so many questions!” C’mon now, you know your mom or dad said these exact words to you when you were a little kid. Perhaps you’ve even uttered these words yourself when your own kids were...
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