Believe it or not, we’re already approaching the last quarter of the year. How are your sales coming along? Are you on track to hit your annual goals? Are you ahead of schedule? Behind? Whichever the case may be, if …
One Agreement Phrase You Should Never Use in Sales
A while back I listed 59 Ways to Agree with Your Customer, enumerating 23 words and 36 phrases that help you build rapport and trust with your prospects and customers. However, one phrase was conspicuously absent from that …
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Ten Ways to Insult Your Prospect
Prospects are so annoying. They show up at the most inconvenient moments, they ask a lot of silly questions and they take up ridiculous amounts of your time. If only there was a simple way to get rid of them. But wait, …
How to Make Your Value Case
You know there’s value in your product or service. But your prospects don’t seem to fully appreciate it. And as a result, they don’t buy from you. How do you get your prospect to see your value in its …
13 Sales Tips from NSA ‘13
As a professional speaker and trainer on the subject of sales, I am, naturally, a member of the National Speakers Association. So last week I was in Philadelphia for the 2013 NSA Annual Convention. More than twelve …
How Conferences Can Boost Your Sales
A lot of salespeople, professionals and business owners view conferences and conventions as a big waste of time. Attending such events takes them away from their day-to-day work, putting them further behind schedule than …
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