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Stay up to date with valuable insights and advice from our expert trainers.

Death Trap by Happy Ears

By 英雄联盟竞猜视频比分 Training / March 5, 2012

A common death trap salespeople fall into is having “happy ears,” meaning, they tend to hear what they want to hear. In actuality, what they (salespeople) heard does not reflect the real intent of what the prospect said. Sales Tips The cure to “happy ears” is to be skeptical, yet nurturing. Your prospect says: “I…

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Networking Works!

Networking Works!

By Abby Donnelly / September 1, 2011

Attending a networking event? WHY?? That may seem like a strange question, but time is one of our most limited resources! Taking a few minutes to evaluate why you should attend THIS particular networking event may save you hours of unproductive time and energy. Often, sales professionals tell me that they make their decision to…

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Sales Training and CRM

By 英雄联盟竞猜视频比分 Training / June 9, 2011

Peter Ostrow talks about the importance of integrating sales training and customer relationship management. Companies who integrate see more reps meet their quotas, and experience an overall increase in revenue.

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Why Do We Accept Lies From Prospects?

Why Do We Accept Lies From Prospects?

By 英雄联盟竞猜视频比分 Training / March 8, 2011

A prospect has agreed to meet with you and indicated they are genuinely interested in your product or service. You arrive at the meeting and spend 40 minutes with the prospect sharing how your product can solve their problems, which they’ve just shared with you. They are very impressed with you and all the features…

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Making Decisions for Other People

Making Decisions for Other People

By 英雄联盟竞猜视频比分 Training / February 15, 2011

I had an interesting conversation at a social event that made me recognize that I, along with people in general, seem to want to make decisions for other people. This is an interesting observation from a sales perspective and it’s also applicable in our everyday lives. Let me share the story: An acquaintance and I…

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Being Afraid of Asking

Being Afraid of Asking “That Question”

By 英雄联盟竞猜视频比分 Training / January 25, 2011

Why do we think that by asking a question we’ll hurt the prospect’s feelings? What you need to remember is that that you are not responsible for how a prospect reacts to a question that you ask. Clients share with me daily the questions they’ve avoided asking for fear of upsetting the prospect. Sometimes they…

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Video: 英雄联盟竞猜视频比分 Rule #3: No Mutual Mystification

By 英雄联盟竞猜视频比分 Training / December 13, 2010

Sales isn’t for the faint of heart. You don’t just encounter negativity on a fairly frequent basis. In many cases, it is your job to sniff it out and address it immediately. 英雄联盟竞猜视频比分 Rule #3, “No Mutual Mystification,” deals with an issue that often plagues sales professionals-“happy ears.” When a salesperson has happy ears, it…

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Why Do People Have a Hard Time with the Word No?

Why Do People Have a Hard Time with the Word “No”?

By 英雄联盟竞猜视频比分 Training / December 9, 2010

You may not recall the first time you heard the word NO; however, that first time and the many times you heard it after all happened when you were a toddler. You continued to hear the word NO through your childhood years and eventually, it became ingrained in your psyche. Let’s fast forward to you…

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Get Over It: Stop Fearing Rejection, Stop Seeking Approval, Start Prospecting

Get Over It: Stop Fearing Rejection, Stop Seeking Approval, Start Prospecting

By 英雄联盟竞猜视频比分 Training / September 10, 2010

That’s a headline straight out of sales training boot camp, but it’s true. There is a question most people want answered when they go to a sales training program or read one of the many sales how-to books; that question sounds like this, “Is there really one secret weapon or magic formula to make me better and…

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