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  • Objection Handling: “I Need My Manager's OK!”

    Nothing is more frustrating - or time-wasting - than to find out that you have been selling to the wrong person! Influencers can not buy, they can only recommend. A decision ...

  • Book Review: What Your Customer Wants You to Know, by Ram Charan

    We live in an increasing commoditized world. Almost any product or service you can think of has been or is in the process of being turned into a simple commodity. And ...

  • Be a Conference Commando

    A conference is a huge opportunity to build relationships with extraordinary people -- people who might have a significant impact on your professional or personal success. To make sure you maximize ...

  • The Seduction of Low-Hanging Fruit

    I remember the first time it happened. It was on a Thursday, about 4 pm, and I was worn-out after a day of cold calling. I hadn't uncovered even one viable ...

  • Shut Up & Write

    It has been my experience in the past 27 years of selling that most sales have only THREE parts. #1 Greet #2 Close #3 Write Now most of you are more ...

  • article on being prepared

    Richard Hilliard Why Prepare Before you take a vacation plans have to be made. One of the steps in planning is that you prepare for the trip. The first of the ...

  • brian tracy psychology of closing

    great techniques for closing and answering objections.

  • The 5 Best Openings

    “How are you today?" Nothing defines you as a telemarketer or salesperson more than that opening delivered in an obligatory, insincere way (the way 80% of your competition delivers it). If ...

  • Sales Process: Maximize Your Sales by Minimizing "Windshield Time"

    During the late 1980's I was a field sales representative for a computer distributor, selling computer systems and peripherals in and around Los Angeles, California. The traffic was horrendous, and the ...

  • Sales Process: Sales Lessons You Can Learn from Being a Customer

    As a sales professional, do you enjoy observing how other salespeople sell to you? My wife and I both do. During a recent vacation we had a chance to participate ...