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Sales Seduction


All too often, salespeople fall in love with their prospective deals. When they do, this unhealthy attachment allows them to believe they’ve put in enough effort because they’re ...
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Deal Hibernation


Like a bear taking a long Winter’s nap, it’s common that a deal goes into its own version of hibernation. At first the buyer seems ready to buy, creating hope for the salesperson. ...
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The Inspired Sale


Some interactions with customers almost seem to be divinely inspired, while others feel like you’re trudging though mud and muck, getting nowhere fast. What’s the cause of these ...
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Commit to Owning Your Market in 2014


The New Year is always a time of reflecting on last year and planning for what’s ahead. You are probably in the process now, either formally or informally, setting goals for your ...
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Happiness Is a Work Ethic


Purpose: Why do you work? Many people quickly respond – for the money. But when you really stop to think about it, I bet your answer will be different. Many studies have been done ...
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The Art and Science of Asking Powerful Questions


Next time someone asks you to repeat a question, count the number of words. Chances are it was more than ten. I’ve often noticed this happening with salespeople and recruiters talking ...
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Bucking Gender Stereotypes in Sales


In an attempt at emasculation, people say things like: • “Man up!” • “Quit being such a girl.” • “Why don’t you go put your big girl/boy panties on?” • “Suck ...
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Are You Building Sales, Profits or Company Value?


We are always striving to grow, but grow what? There is a big difference between building sales, profits and company value. They may all be integrated, but they need not be. Let’s ...
young workers

It’s All About the Candidate


Some would say we are currently in a candidate-driven market. While true, it’s always a candidate driven market. The perceived shift from a buyers’ market to a job seekers’ market ...
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What NOT to Do When Selling


Recently, I was sitting next to a pair of salesmen at the Birmingham, Ala., airport whose conversation was entirely about what they were going to talk about. Yes, I was eavesdropping, ...
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