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Ban Your Proposals and Close More of Your Sales

Ban Your Proposals and Close More of Your Sales

By Bill Bartlett / July 21, 2010

I propose a ban on proposals! I find them to be an enormous waste of time as no one has ever in the history of sales purchased anything solely based on the proposal. We unwittingly taught all prospects that they simply have to ask and we will provide them with all the information they need…

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Low Self-Esteem- 100% Fatal for Salespeople

Low Self-Esteem: 100% Fatal for Salespeople

By 英雄联盟竞猜视频比分 Training / July 19, 2010

Q: What’s the one thing a salesperson must avoid if they are to be successful? A: I study salespeople for a living. The majority of them don’t lose because of product inferiority, pricing excesses or poor sales technique. They lose because of low self-esteem! We all start out with perfect self-esteem. Ever met any three-year-olds…

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Having a Poor Memory Is Essential to Sales Success

Having a Poor Memory Is Essential to Sales Success

By 英雄联盟竞猜视频比分 Training / July 9, 2010

How’s your memory? Do you fall into the category as described the old adage, “I’d forget my head if it wasn’t connected to my body”? Are you constantly setting traps for yourself to be on time for meetings or where your car keys are placed or what’s supposed to be happening on your schedule from…

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As a Salesperson, Are You a Thoroughbred or a Greyhound?

By 英雄联盟竞猜视频比分 Training / June 22, 2010

If I asked you casually in passing, which would you consider analogous to your sales style -beinga greyhound or a thoroughbred- you might pause and consider the characteristics and traits of both, and after pondering, see value in both. It might be a difficult choice on the surface, however, if you look more closely, you…

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Are You Charging Too Much or Too Little?

By 英雄联盟竞猜视频比分 Training / June 21, 2010

Why do people buy milk or bread or cereal or soda at the gas station convenience store when those items are far less expensive at a grocery store? Obviously, they have a need for the items. More importantly, buying at the convenience store is quick, and you guessed it, convenient. And “quick” and “convenient” represent…

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Stop Cold Calling!

By 英雄联盟竞猜视频比分 Training / May 15, 2010

There are a lot of good reasons to pick up the phone and reach out to new prospective customers. When it comes to finding new business opportunities, the phone offers a high level of efficiency, is relatively inexpensive, and is a great way to gather valuable information that can help us find business. However, cold…

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Your Sales Team Controls Your Future: Lessons from the Recession

By 英雄联盟竞猜视频比分 Training / May 13, 2010

Growing up, I was raised by an optimist and a pessimist. My mom was probably the happiest, funniest, friendliest person you could ever meet. She made sure that I was raised with an altruistic mindset, wishing nothing but good for everybody and doing my best to help people out. As I started to learn and…

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The Streets Are Littered With Flat-headed Squirrels

By 英雄联盟竞猜视频比分 Training / April 28, 2010

Last week, I found myself trapped in a fast food restaurant. This restaurant boasts that they have served more than six billion. Still, the people in front of me seemed to be having a new experience; they simply could not decide between meal one and meal two. To call them indecisive would be an insult…

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Consult the Bones

By Tim Roberts / April 23, 2010

Salespeople are not wise to the ways of great sorcerers and for that we can all be thankful. Sorcerers are known for exotic blends, flash powder, potent broths and a willingness to pluck the eyes out of living things. Sorcerers spend an inordinate amount of time consulting the bones, looking to see what the future…

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Presidents Talk to Presidents: Shorten Your Selling Cycle with EBS

By Tim Roberts / April 20, 2010

“Equal business stature, that’s all I want–to be treated as an equal. I have earned that right. Yet to a gatekeeper or prospect, I am the lowest form of humanity.” So lamented a friend of mine over a recent lunch of burgers, fries and a heaping plate of frustrated sales efforts. As a sales trainer,…

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