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Your #1 Sales Challenge

It’s no surprise that there are literally thousands of books on selling – after all, there is a lot to learn in order to become a top salesperson. And, selling is the single most important skill in business and in life. No matter what your profession. In fact, I never stopped learning about sales, whether it was reading books,…

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Mastering Napoleon Hill’s Power of DECISION

I don’t keep it a secret that I credit Napoleon Hill with all of my success; in fact, I re-read his master work The Law of Success 3-4 times each year and learn something new each time. If you’re not familiar with that book, it’s his 1,000+ page masterpiece. Think and Grow Rich, his more…

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The STUPIDITY of Cold Calling

Because I get such a volume of email from visitors to the website as well as subscribers to this newsletter challenging the idea that cold calling is a waste of time, I decided to devote this newsletter to addressing those challenges and concerns. One of the first things I always notice is that the particular…

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Still Cold Calling? You’re SICK!

I received a VERY interesting email from a reader, a regional sales manager for a large company, last week. The subject line of his email was, “All salespeople are sick if they are still cold calling.” Intrigued, I immediately opened it, and was pleasantly surprised at the arguments he offered! Before I get to that,…

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The #1 Reason Why Salespeople Fail

“The #1 Reason Why Salespeople Fail” I recently had an experience, one of several like it, that really hits home as to why more salespeople aren’t successful and why the economy in general has been sluggish to recover from recession. A partner and I recently started another business unrelated to my work as a sales…

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The Internet has KILLED Cold Calling!

This week, as I do every week, I read Jeffrey Gitomer’s excellent sales newsletter, as you should too if you want to be a superstar in sales. One of the guest articles really made an excellent point: The topic was, you guessed it, cold calling. The author explained that up until the early to mid…

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How To Stop Chasing Sales Prospects – Forever!

Perhaps the biggest challenge faced by salespeople is the problem of chasing prospects. In this article I’ll explain exactly why that happens, and how you can avoid it entirely and make prospects chase you instead. I once heard Donald Trump say, ‘In selling, you must never appear desperate. As soon as you look desperate, it’s…

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My Best Sales Tip: Stop Being A Dumbass!

The crap I hear coming out of salespeoples’ mouths on a daily basis never ceases to amaze me. Nonsense like: “Let’s meet to find out if we can be of mutual benefit.” “When can I have 15 minutes of your time?” “I can help your business!” “Can you help me out and buy this?” “You’re…

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Sales Tip: You are not alone.

“That’s impossible. It can’t be done.” That’s what my friend Bill said to me one day. Bill and I worked together at my first sales job many years ago. We both left the company and moved on to greener pastures after some time, and we lost touch until I ran into him one day. Bill…

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Top 5 Reasons to Cold Call

Even though my Never Cold Call Again system (http://www.nevercoldcall.com) is for people who want to stop cold calling, I still get so many emails from people screaming “COLD CALLING WORKS,” so I thought I’d make them happy for a change and tell you the top 5 reasons why you SHOULD cold call! 1. You are a masochist. Masochist (noun): The tendency…

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