In an interview with a senior HR director at a large firm, he lamented that although he had plenty of jobs to fill, his main issue was with the...
You Know HOW to Do This, But How Well DO You?
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Dumb Prospecting Examples
I really shouldn’t be amazed, but I still am. After over 32 years in business, just when I think I’ve seen just about every bad example of...
Assume and Ask–Don’t WISH–for the Sale
I'm having some work done on my house and had a contractor come out to do an estimate. The woman asked great questions, took notes, made some...
Responding to “I’m already buying from someone”
An Eloan.com TV commercial showed a real estate agent asking her new homebuyer customers, "So, have you shopped for your mortgage yet?" The wife...
What to Do When They are Not The Ultimate Decision Maker
A training client emailed me with this scenario. Perhaps you've run into something similar. The rep, Kim, had a prospect, Karen, who agreed that...
Don’t Be Like the Seahawks. Be Sure to Finish
Baseball season has just started, it will happen almost daily. The Masters was just completed a few weeks ago... it has happened there a number of...
Saying “We can save you money” is White Noise
"We can save you money" is a term that has become meaningless to many people. It is used so often in ads and by salespeople that when we hear it,...
Whose Language are You Speaking?
I saw an article about how golf equipment sales reps visit the various pro golf tournaments every week and try to persuade the players to use the...
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"Seven LinkedIn Mistakes that Kill Sales, and What to Do Instead, AND, What to SAY to Get Through, Get In, and SELL!" Register for one of...