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    The Changing Face Of Professional Selling

    The Changing Face Of Professional Selling
    The right to do business has to be earned and never assumed. Rather than doggedly asking for business, the very best salespeople work to keep the relationship moving toward a sale. They realize the need to identify how to turn their company’s products into real solutions, which must meet specific needs. Unfortunately, our surveys confirm that the average salesperson drags the ...
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    Awaken the Creative Marketer Within

    Awaken the Creative Marketer Within
    Having a creative mind is important in any field, but it’s the cornerstone of success in marketing. Being clever is not enough. “Real creativity in marketing isn’t about just creating differentiation,” says Alain Thys, a representative of Management Centre Europe, an executive strategy consulting firm in Brussels. “I think it’s about really affecting the consumer with a proposition that moves him ...
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    5 Closing Questions You Must Be Asking

    5 Closing Questions You Must Be Asking
    I get a lot of Ezine topic requests each week. The majority of them are requests for different questioning techniques to use during the qualification stage. I’m glad to see these requests because it means people understand the importance of identifying and then spending time with buyers. I've written many feature articles over the years that address these kinds of questions, ...
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    Be Prepared: Sales Trends for 2010

    Be Prepared: Sales Trends for 2010
    The New Year is only twenty days away and already the anxiety and excitement is building. As many seek refuge from the negativity of the media, others look ahead to new beginnings. We are moving toward a pre-boom economy and selling professionals and managers will need to be more efficient and more productive next year. Here are some of the areas ...
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    A Candid Letter from Your Prospective Customer

    A Candid Letter from Your Prospective Customer
    Dear Seller, I only have a few minutes, but I understand you're interested in what you can do to capture my attention and entice me to want to set up a meeting with you. Let me say this loud and clear right now - you have no idea what my day is like. You may think you do, but you're missing ...
    Rated: +10
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    Build Your Brand

    Build Your Brand
    Who makes your favorite shoes or outfits? What beverage calls your name when you need a pick-me-up? Whose movies won’t you miss? Whose help do you seek when you want a project done right, at home or at work? All of these questions involve your reactions to a particular brand – a collection of assumptions about quality, appeal and reliability that ...
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    Joining the Family Business

    Joining the Family Business
    Bringing the next generation on board is a common aspiration for those who run family businesses. There's a reason, after all, that expressions such as "Someday, this will all be yours" have become cliches. But often there's an equally powerful thought running through the minds of would-be heirs. "They ask, 'If I join, will I need to be like Mom and ...
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    11 Stupidest Writing Mistakes

    11 Stupidest Writing Mistakes
    Professional writers often worry that their work is unnecessary. After all, can't anyone with even a basic education write? The answer: no, they can't. Even college graduates don't seem to be learning composition basics. Of course not everyone is going to be the next Mark Twain, but career success does depend on not looking stupid. Sure, some clients, coworkers, or resume ...
    Rated: +40
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    Seamless Sales eCommerce Is Now Active

    Seamless Sales eCommerce Is Now Active
    Seamless Corporation (OTCBB: SMWFE) subsidiary, Seamless Sales site has successfully completed sales transactions and has had over 16,000 "unique" visitors and over 700 accounts opened. Seamless Sales is also holding another drawing with a first place prize of $300, a second place of $150, a third place of $100 and nine fourth place winners of $50 each. The drawing will be ...
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    Warning: People Have Food Allergies (and Other Dietary Restrictions)

    Warning: People Have Food Allergies (and Other Dietary Restrictions)
    Some People's Bodies Cannot Process Certain Foods Imagine it is a hot day and your office brought in a special treat – ice cream! You take a big bite of the delicious sweet dish and it is cool and satisfying. Then you go back to your desk to continue your work when all of a sudden your skin starts itching all ...
    Rated: +1
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    How to Create a Network Map

    How to Create a Network Map
    There is ultimately no better way to start networking than to try it for real. The easiest way to do this to commence with the people you already know, rather than to find new ones. One highly beneficial task you can undertake at the outset is to map or chart your contacts. This mapping can be done in a number of ...
    Rated: +17
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    Sales Lessons From Wild Guerrilla Marketers

    Sales Lessons From Wild Guerrilla Marketers
    Guerrilla marketing is an unconventional system of promotions, relying on time, energy, and imagination instead of big marketing budgets. As sales people we can learn from the principles guerrilla marketers use to surprise, perplex, and delight our future customers. We have assembled great videos that showcase some of the best examples of guerrilla marketing. You probably don't have the budget of ...
    Rated: +5
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    Promoting Your Top Sales Person to Management

    Promoting Your Top Sales Person to Management
    Before moving your top sales person into sales management, there are some key considerations. Early Greek mythology tells tales of sailors lured by Sirens. Their sweet music mesmerized the sailors and led them to believe that the illusion was reality. Ultimately, those sailors who blindly followed the tunes crashed their ships on the rocks and their boats sank. Sirens lure business ...
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    The Top 5% Players

    The Top 5% Players
    Recent exhaustive surveys suggest that only 5% of professional salespeople reach and remain at the highest level, which we call Level 3. A further 15% attain Level 2 status, but the majority, i.e. a massive 80% remain at Level 1 in terms of potential achievement. Level One salespeople sell products and depend on having the right technical solution for the ...
    Rated: +12
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    Japanese Etiquette Guide

    Japanese Etiquette Guide
    Japan is a place of many rigid, often hard-to-understand customs. The norm is for men to work hard and for women, who often face workplace discrimination, to be deferential at all times. Both sexes are expected to bow - literally - to authority figures. And even though it's illegal, discrimination on the basis of ethnicity does exist here, particularly if you ...
    Rated: +2
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    Do You Create or Control The Sale?

    Do You Create or Control The Sale?
    “It’s ironic,” I began. Denise and I were half way through our weekly coaching call when the topic of controlling the sales process came up. “Salespeople echo all the time how they create solutions for their clients. Yet what they really are attempting to do is control the sales process through the end, thinking this would move the sale forward. “Said ...
    Rated: +2
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    Twelve Questions That Precede a Purchase

    One advantage that salespeople posses is this; aside from being a salesperson, you are also a consumer and a prospect, enabling you to better connect with each prospect you speak with. Think about what goes through your mind when you make a buying decision. Here are the top twelve most commonly asked questions as it relates to making a purchasing decision. ...
    Rated: +12
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    Beware: Cost Cutting Can Be Deadly

    Beware: Cost Cutting Can Be Deadly
    Now is the time to assess your business's strengths and weaknesses. As your firm's principal, your job is to strategize, make adjustments, and continue to promote your services proactively to those markets with the greatest potential for profit to you. In a bad economy, don't even think about cutting costs in sales and marketing. That's the conclusion of a number of ...
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    Eight Reasons Why Salespeople Fail

    Eight Reasons Why Salespeople Fail
    The responsibility for ensuring that every member of the sales team is successful and performing at optimum levels lies entirely with management and below are the eight reasons why sales people fail. In fact, I usually ask just three very straightforward questions, in order to identify why a salesperson is underachieving i.e., • Are they visiting/talking to enough clients/prospects? In other ...
    Rated: +34
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    French Etiquette Guide

    French Etiquette Guide
    Americans and the French have had a complex relationship that began when contemporary American and French revolutionaries fueled each other's revolutions. Like an old married couple, they have influenced each other, lived with each other and complained about each other for years. The French are not an unfriendly, cold or arrogant people. This complaint is a misperception of a behavior found ...