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10 Tips for Successful Selling
Here are the 10 best tips for successful selling. I based these tips on my 30+ years of selling and working with hundreds of organizations and thousands of salespeople. In the end, it comes down to...
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Is the Internet Making the Salesperson a Relic?
Is the profession of sales in a death spiral? We’ve now come to realize the internet and technology are the great disruptors to anything and everything. If the internet and the application of...
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VIDEO SALES TIP: Prospecting Emails and the Mistake You’re Likely Making
When you write prospecting emails, do you do that on your laptop computer or on your smart phone? The computer, right? Here’s the problem: Your prospect may very well read that email on a smart...
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5 Reasons You Sell More AFTER You Raise Your Price
What?! That’s what you’re thinking after reading that headline. You’re asking yourself, “How can I sell more at a higher price when I’m already getting rejection at the price I’m at?” Here are 5...
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VIDEO SALES TIP: Grab the Attention of a Prospect This Way
We all have those prospects and customers who are tough to reach. A great tool I use is emailing the prospect a link to an article they may find of interest. I have used this technique successfully...
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Sales Motivation Video: Who Should You Really Spend Time With Right Now?
We are moving toward the end of the year. This begs the question, “Who should you really spend time with right now?” You need to concentrate on the people who can help you make your numbers. You...
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“Business is Good” Syndrome and How it Destroys Business
It’s amazing how far a number of companies and sales teams have come in the last couple of years. I’m having many more conversations with sales leaders, CEOs and others who are telling me business is...
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6 Tips for Using Text Messaging to Sell
I am often asked whether it’s appropriate to use text messaging with a customer or a prospect. Times are changing, and as much as I would have said never a few years ago, today I’m saying that using...
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VIDEO SALES TIP: There’s No Such Thing as a Lack of Prospects
Do you think you have no prospects? Negative people are quick to say this, usually while other people are out there making sales. The reality is that there are opportunities out there, but you have...
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VIDEO SALES TIP: The Worst Way to Prospect!
Are you using a strategy of “spraying” and “praying” when it comes to prospecting? Are you simply throwing darts at a dartboard, trying to reach as MANY prospects as possible… but disregarding...
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5 Ways to Identify a Prospect and Stay Away from Suspects
Not all prospects are prospects. Too many prospects are nothing more than suspects faking to be a prospect. Here are 5 ways to identify if who you’re talking to is a prospect worthy of your time. 1....
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How Do You Engage the Prospect?
Many sales processes will tell you to start with the basic questions. The Who, What, Where and How. The problem is these questions sound more like an interrogation than a conversation. Yet a...
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VIDEO SALES TIP: Why You Need a Segmented Prospecting Strategy
Do you prospect the same way, with the same strategy, no matter who you are trying to reach? That’s a horrible approach. If you really want to be successful (which I can only assume you do), then...
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VIDEO SALES TIP: Are You Risking Too Much in the Way You Prospect?
Gambling is best left for Las Vegas. If you want to know where you will come out at the end of a quarter or the end of the year, you have to have a solid prospecting strategy. Is your closing ratio...
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Sales Motivation Video: Do This NOW to Make 2015 Amazing!
I’m guessing some of you are working at least part of this week and next week, even though there are holidays in the mix. If you are working, don’t slow down on your prospecting. View this time as...
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