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How To Sell MORE This Holiday Season!

Sell MORE this holiday season! It’s the most wonderful time of the year! Well, for most of us it is – and in the sales world, that means retail sales. But what about the rest of us in sales? For us, December can be a pretty tough time of the year. If you’re in B2B…

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Don’t Make This DUMB Sales Mistake!

It’s nearing the end of the year, and as always, sales reps are scrambling to make their quotas – especially those with annual quotas – and managers are scrambling to finish big to make their bosses happy. Therefore, it’s no surprise that I’m getting the usual barrage of sales calls, all while I’m trying to…

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Sales Tip: You Can Stop Fighting Now!

Seriously – please stop fighting. It’s not doing you, or your prospects, any good. Why not? Because you’re selling. And as far as I’m concerned, if you’re selling to prospects, you might as well be fighting with them, because they’re one in the same. Here’s what I mean: I define buying & selling different than…

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ATTENTION: Major LinkedIn Update Just Announced

Major LinkedIn Update I wanted to let you know about a huge change LinkedIn just announced that is going to affect you. InMails, LinkedIn’s private messaging system, comes with every paid/premium LinkedIn subscription (and you really need to have at least the minimum level to make serious progress with LinkedIn). You get a certain number…

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Why Your Sales Prospects Don’t Trust YOU!

“Why YOUR Prospects Don’t Trust YOU!” If you ask someone what’s most important in sales, you’ll get many answers: “Leads” “Having the best price” “Persistence” “Playing the numbers game” “Giving value” And on and on. But what most people overlook is the single most important element in sales: TRUST! So, you have to ask yourself:…

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Sales Tip: “I’m Confused!”

“I’m confused!” I met a friend for breakfast the other day at a new coffee shop he suggested – I’d never been there myself. But, the place left me very confused…. First off, I ordered my coffee, and asked for a large. The cashier told me they only have one size – even though there…

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How To OWN Your Next Networking Event!

Very few people understand how to take the best advantage of networking events. For the most part, everyone shows up, then it goes around the room and each person present gives their 30-second “elevator speech,” and that’s about all that happens at those meetings. However, in working with my sales reps in my internet marketing…

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Does Your Sales Manager HATE You?

“Does Your Sales Manager HATE You?” In seeking to grow my professional consulting¬†business, I ordered a book recently about how to hire top-notch salespeople, and was excited to learn what it had to say. And then a shocker came. One of the early chapters of the book just floored me. The gist of it was…

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The Easy Way to Get TONS of Referrals!

Yep, it’s true. Getting referrals is easy. As I wrote you a couple of weeks ago, one of the most common questions I get from salespeople is, “How can I get more referrals?” And in that email, I explained the system I advise for newer salespeople who haven’t yet built up a solid network. Having…

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Sell More and Grow – POOR?

“Sell More and Grow – POOR?” That sounds ridiculous, doesn’t it? Well, I hate to break the news, but it’s true. We’ve all heard of the famous book “Think and Grow Rich” but what most people fail to realize is that day after day, they’re going out to “Sell More and Grow Poor.” The problem…

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