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Do you love what you do but hate the thought of having to "sell" your services? Do some of these fears arise when you think of ...
Nobody thinks that they are bad listeners. In fact, most people think that they are great listeners. But most people would be wrong, because in ...
1. You – customers want to know you’re talking to them. Instead of saying, “Customers who bought this cordless drill saved money in labor,” say, ...
Imagine this: you've worked for hours putting together the proposal that your prospective client requested and are finally ready to hit the send ...
I had my first official sales training by a man who believed in being very assertive, almost pushy. At the time this conflicted with my ...
Two three--letter words: “but” and “and.” In grammatical terms, they are called conjunctions. They bridge two clauses of a single sentence together. In communication (and ...
Do you have 5, 10, or 20 years of sales experience? Or do you have 1 year of sales experience 5, 10, or 20 times? Many salespeople ...
When dealing with difficult people, our immediate urge is to jump to our own defense. Today, there are smarter moves to make when dealing with ...
Keeping up with what words are in and out isn't hard. Yet, with all the other more important things on our to-do list, it doesn't get ...
Why salespeople lie to their clients Ask most people to describe a salesperson, and likely as not, you'll find yourself deluged by words like "huckster," "snake ...
1. Avoid getting in a power struggle There is a noteworthy relationship between power and authority. Several times, as power increases, influence decreases and vice versa. ...
We have identified Six Critical Skills™ as fundamental to sales excellence. The Six Critical Skills are Presence, Relating, Questioning, Listening, Positioning, and Checking. How well ...
One of the fundamental premises I teach in my two-day sales boot camp is that, “If two people want to do business together, they won’t ...
7 Phrases You Can’t Say in Sales (Because They Will Undermine Your Credibility and Drop Your Closing Rate) Years ago, George Carlin listed seven words you ...
What Exactly Is Rapport? Rapport is the most important process in influencing others. It is vital if you want to maintain relationships. Without it, you are ...
Powerfully worded and delivered presentations are an important prelude to a successful close. Unfortunately, such seemingly innocent phrases as "I think..." ...
To operate at full potential on a sales call, salespeople know they have to be participating fully in the moment, ...
In your interactions with prospects and customers, the clarity, subtlety and power of your words may be what win you ...
Most people will never have to spend years in solitary confinement with no one to communicate with but cockroaches and rats. ...
Salespeople love to talk. And most of us are good at it. We're people oriented, outgoing, and sometimes we're even called ...
Top salespeople know that listening is a key to success. When we listen, we learn. We pick up insights on ...
Although your voice is an important part of the total image you present, it is also one of the most ...
The communication process can be much more difficult than a person thinks. Unfortunately, many times a presenter does not realize that their message is being ...