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  • +1

    Why Sales People Lie to Their Clients

    Why Sales People Lie to Their Clients
    Ask most people to describe a sales person, and likely as not, you'll find yourself deluged by words like "huckster," "snake oil peddler," "fast talker," "con artist" and, of course, "untrustworthy," "arrogant" and "dishonest." Those of us who work in sales and know ourselves to be fine, upstanding people may wonder exactly what we ever did to earn such an enviable ...
    Rated: +1
  • +12

    A Two-Step Formula for Handling Pricing Objections

     A Two-Step Formula for Handling Pricing Objections
    In this article we focus on a proven two-step formula that can help you handle any pricing (or any other) objection, for those times when your ounce of prevention may not be 100% foolproof…. h4. Step 1: Count to three! Whenever you’re faced with a difficult question or objection, the first thing you need to do is take a deep breath, ...
    Rated: +12
  • +16

    No More Selling Scripts? 5 Ways to Be Yourself

    No More Selling Scripts? 5 Ways to Be Yourself
    Last week I was sitting at my desk and the phone rang. I picked it up and said, “Hello, this is Ari.” The caller said. “Hi, Ari, my name is Steve, how are you today?” I knew right away that he was using a structured sales script, and that triggered the negative “salesperson” stereotype in my mind. I didn’t want to ...
    Rated: +16
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    Three Cold Calling Myths and Why They Hurt You

    Three Cold Calling Myths and Why They Hurt You
    Haven’t you noticed that the old "tried and true" cold calling techniques that were once successful in cold calling have now completely lost their effectiveness? That's why I’ve developed a new cold calling approach that will automatically put you ahead of the game and in a league above your competition quickly. MYTH # 1: “Cold Calling is a Numbers Game” When ...
    Rated: +17
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    7 Steps to Cold Calling Follow-up

    7 Steps to Cold Calling Follow-up
    Let’s say you’ve had a great conversation with a prospect. They’ve shared their problems and seem genuinely interested in what you are offering. You’re excited about following up with them – but your calls aren’t returned. What’s happening? Well, the only way to find out the truth of the situation is to ask them. However, before you do, let’s stop and ...
    Rated: +6
  • +19

    Aikido and The Art of Selling

    Aikido and The Art of Selling
    Imagine being in a crowded concert or bar. All of a sudden, a fight breaks out between two men who’ve had too much to drink. You happen to be a few steps away, and the next thing you know, one of the men turns to you and looks as if he’s going to take a swing at you. What's your first ...
    Rated: +19
  • +41

    7 Cold Calling Secrets Even Sales Gurus Don't Know

    More and more e-mails are arriving in my in-box from people who hate cold calling. Here's what they're saying: • “Cold calling terrifies me.” • “The phone feels like a 10,000-pound weight.” • “Every time I have to make a cold call, I freeze up.” • “I feel like a fraud when I’m cold calling.” • “I can’t take the rejection ...
    Rated: +41
  • +21

    7 Ways to Cut Loose from Old Sales Thinking

    Sooner or later, we all backslide into old ways of thinking about selling that lead us down the wrong path with potential clients. A few weeks ago, I had a phone conversation with Julie, who has been struggling with the old-style selling methods that her manager insists are the only way to sell their company’s technology solution. Regardless of what product ...
    Rated: +21
  • +6

    Build Instant Trust, Rapport over the Phone

    Build Instant Trust, Rapport over the Phone
    Did you know that the way you speak makes a big difference on your sales calls? For example, are you a self described slow talker or do you like a fire rapid pace of conversation? I bring this up because I never used to pay attention to the way I spoke during a sales call. After all, as long as ...
    Rated: +6
  • +2

    Tips to Getting Inside Buyer Motivation

    Tips to Getting Inside Buyer Motivation
    You know, all meaningful actions are performed for some reason or purpose. This is commonly called motivation. Success in selling requires understanding these basics of motivation: Your motivation both as a person and as a salesperson The other person’s motivation both as a person and as a buyer? The most important fact to remember in influencing the behavior and decisions of ...
    Rated: +2
  • +3

    How to Start Your New Job on the Right Foot

    How to Start Your New Job on the Right Foot
    Securing a new job is akin to a successful product launching! All the time spent running a well-organized marketing campaign and now the product is in the market. Well…you’ve landed your new job! As in the product launch, you want to continually work on product positioning and posturing for long term success, right? Likewise, you want to do so for your ...
    Rated: +3
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    The Key To Achieving Sustained Sales Growth

    The Key To Achieving Sustained Sales Growth
    Frequently, there are two main pitfalls that even experienced salespeople can fall into in terms of activities. First, they simply are not doing enough. What is enough? Enough telephone calls to make appointments, enough face-to-face calls, enough calls that involve or influence the decision-makers. In general, the more focused sales activity salespeople generate, the greater the number of sales opportunities they ...
    Rated: +1
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    How to Speak More Assertively

    How to Speak More Assertively
    If you deal with daily meetings and interactions with coworkers, you know just how important it is to speak assertively. But what exactly does “assertively” mean and how do you speak your mind without coming across as rude? These are important questions, as communicating effectively — not to mention politely — is pivotal to your professional success. The last thing you ...
    Rated: +1
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    10 Career Lessons From Dad

    10 Career Lessons From Dad
    Whether you're still daddy's little girl, or the son that reminds him of himself, you know that a father's love runs deep. We look up to our dads, admire them, and do everything we can to make them proud. As kids, our fathers built us cardboard spaceships so we could reach the stars and carried us to safety when we crash ...
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    10 Ways You're Annoying Your Coworkers

    Everyone has something (or someone) that annoys him or her at work. It could be faulty equipment or coworkers who don’t pull their own weight. But nobody’s complaining about you, right? Not so fast. Even though your mom, friends, or significant other may worship the ground you walk on, there could be some people you work with who are far ...
    Rated: +2
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    World's 5 Best Business Travel Tips

    World's 5 Best Business Travel Tips
    Whether traveling for business is an everyday occurrence, an occasional hindrance, or a lifelong dream, all business travelers can agree that if your job calls for travel, then being an efficient traveler is a must. We’ve got the five tips that’ll make your time en-route more productive and less stressful. #1 Know Which Airlines Offer Premium Economy Why? Because if your ...
    Rated: +1
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    7 Tips to Make Meetings More Interesting

    7 Tips to Make Meetings More Interesting
    Meetings can be deadly, especially if they feel unproductive. Listening to your boss drone on and on about things that don't affect you just isn’t a smart use of your time. So how can you make your boring meetings more productive? Research shows that increasing activity and creativity in meetings helps increase brain activity and alertness. Everyone's happier when you make ...
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    Defusing the 5 Trickiest Workplace Situations

    Defusing the 5 Trickiest Workplace Situations
    The workplace can be a political minefield. While you may all work as a team, you're all most concerned with your own job, right? How your bosses see you can determine a raise, a promotion — or even if you keep your job. Navigating office politics is not an easy task, but avoiding potentially negative situations should be your first priority. ...
    Rated: +1
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    Is Technology Making You Bad at Your Job?

    Is Technology Making You Bad at Your Job?
    Technology is a beautiful thing. Most of us can’t imagine doing our jobs without it. But sometimes, overindulging in email, texts, and social networking might actually hinder your performance. We’ve identified five ways your iPhone, BlackBerry, Facebook and that endless information superhighway are actually making you worse at your job. Instant message is twisting your words (and making you lazy) Remember ...
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    Get Ahead Without Improving Your Performance

    Get Ahead Without Improving Your Performance
    Are you working hard at the office, but keep getting passed up for those important promotions? Sometimes, being a star at work isn’t only about doing your job right. Just like successful job searching, getting ahead at work is all about networking. While being smart and good at your job go a long way, office politics can end up deciding who ...