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Monday, December 22, 2008
"One of the quickest ways to earn respect with your customers is to avoid the ten things that buyers dislike. Buyers dislike a l..
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Monday, December 22, 2008
"People tend to make two fundamental mistakes in their client meetings. First of all, they radically underprepare. And secondly,..
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Monday, December 22, 2008
"The biggest thing to do is to sell how you want to buy. Just think about your own buying habits. Think about the used car sales..
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Monday, December 22, 2008
"This is a good tip for any salesman out there today: go out into your industry and look at the problems people have. Ask yourse..
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Monday, December 22, 2008
"I think there are three ways to get attention for the products& services you offer. You can talk about them, you can write ..
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Monday, December 22, 2008
"What we've found is that a lot of salespeople out there are getting either slow decisions or no decisions, where in the past it..
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Monday, December 22, 2008
"There are three core fears. All other fears are learned behaviors. The three fears are: the fear of failure; the fear of being ..
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Monday, December 22, 2008
"Five simple questions to your clients this week to help cash-flow fast. When you're finished and you have all the details outli..
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Monday, December 22, 2008
"I think the big thing we have to be concerned about is, how do we distiguish ourselves? So when I speak to sales professionals ..
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Monday, December 22, 2008
"I would suggest that other than prospecting, selling against low-priced competition is the biggest single issue. And the reason..
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Monday, December 22, 2008
"People view gatekeepers as either foes or friends, and they're not really sure how to deal with them either way. The traditiona..
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Monday, December 22, 2008
"What is networking and why do it? It's really about relationship building - it isn't about getting referrals. And I think that ..
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Monday, December 22, 2008
"I firmly believe that thinking like your customer starts with being willing to think differently than you think now. Many of us..
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Monday, December 22, 2008
"As I've been speaking and writing books, I've realized that there's a new playing field in our sales environment of today, and ..
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Monday, December 22, 2008
"It does indeed come down to pricing. And most salespeople are terribly frustrated over the fact that they're out there trying t..
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