Righting A Wrong

I’ve preached the following words for years: When you’re having a conversation with someone, the more the other person speaks, the more trust they’ll have in you.  This is also true of an audience, and the best way to accomplish this task is to ask questions of your...

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Industry Experience Vs Successful Experience

Recently, I was speaking with a client, who was looking to hire a salesperson.  The previous hire didn’t work out, and it was time for a change.  I had a fantastic candidate in mind, with years of successful sales experience, and then my client asked me the question:...

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Looking For A Solution? Not So Fast…

One of the most difficult decisions a person can go through is the decision for change.  That decision can be both elusive and precarious.  It’s elusive because it can take years of living with a problem before we decide to do something about it.  It can be expensive...

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Removing Yourself From A Sea Of Sameness

When you look at what makes some companies thrive while others struggle, the difference can be razor thin. When customers can’t distinguish what makes one company different from another, they are often at the mercy of apathy, or a decision based solely on price. It’s...

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“For A Few Dollars More…”

I know we’re beginning the holiday season, but I need to get something off my chest.  So, in the best curmudgeon voice I can muster, let me tell you what really bugs me about this season of shopping. You wander into a store, you cast your doubts aside, and you finally...

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Going 1-0 Every Day

I am a lifetime Washingtonian, and that means I have endured a certain level of pain when it comes to rooting for our local sports franchises.  I was a Washington Senators fan, but we lost the team when I was thirteen years old… I had to wait 33 more years until a...

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A Story/Poem For Salespeople

Before a presentation, I typically like to pace around quietly and keep to myself. While I was outside getting into my speaker zone, (yes, we do that,) I ran into an interesting individual. I was alone in the hallway except for a man who was also pacing around a bit,...

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The Forgotten Step In Closing

Finish this sentence: “Once a customer agrees to a deal, and they have signed their name on the line that is dotted, you ___________________!” When I learned how to sell, I was taught there were three answers to that question. “Leave!” “Leave now!” “Leave right now!”...

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