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Essentials of Selling

Decrease Errors, Increase Efficiency

When I lived in New York City, I would frequently fly out of LaGuardia Airport because it was the most convenient location to my home. Also, I would often drive to New Jersey, crossing the …

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Essentials of Selling

The Instant Forgetter

Have you ever conducted a training class for your sales team and later discovered that they are using little or nothing of what you taught them? If so, then you will want to read this …

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Essentials of Selling

The First Thing You Hear

Over two thousand nine hundred years ago, a man ruled a kingdom in the Middle East. His name was Solomon, and he reigned over the Nation of Israel from 970 to 931 BCE. During that …

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Essentials of Selling

Avoid Negative Triggers

Do you like it when someone tells you what to do? My guess is that you do not. In this article, we will explore when prospects perceive that they are being told what to do.  …

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Essentials of Selling

Overconfidence Kills

Here is a question for you to think about: How many individuals on your current sales team were with your company three years ago? If the answer is not many, then you need to give …

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Essentials of Selling

Prompting Action

In sales, it is your job to get interested prospects to take action. But the question becomes, what is an effective method for encouraging an individual to take action? You can find the answer by …

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Essentials of Selling

You Never Win Playing Not to Lose

Unless you are a Miami Dolphins or Las Vegas Raiders football fan, the December 26th game between these two teams was of little consequence. However, just as many other times in sports history, things that …

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Essentials of Selling

Compare/Convince

What happens when you meet a hot prospect who has been shopping around? Maybe they even mention that they want to look at your product or service to make a comparison and then decide what/where …

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Essentials of Selling

Sales Psychology and Sales Process 101

If you are completely satisfied with your team’s sales performance, there is no reason to read the rest of this article. However, if you believe in improvement and better results, then give this your consideration. …

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Essentials of Selling

Detecting Motives

When someone does something exceptionally good (or awful), we might ask ourselves what was motivating them? Or we wonder what drove an individual to take that course of action. I am sure you would agree …

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Essentials of Selling

Transitioning to the Next Normal

After the COVID-19 pandemic progressed, everyone began discussing a new normal. This “new normal” idea irritated me, and my initial response was, “how can we say that there will be a new normal when we …

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Essentials of Selling

Activity vs. Efficiency

When the going gets tough, the tough may aimlessly wander all over the place, and unfortunately, due to recent events, it might be tough going for a while. As a result, I see many companies …

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Essentials of Selling

Tell a Good Story

If you are like me, you love to hear a great story. I am sure you would also agree that the telling of a good story is a real talent. Some accounts are so compelling …

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Essentials of Selling

Doing More with Less

How many times have you heard the saying necessity is the mother of invention? I think we can all agree to the truthfulness of that saying. Because of recent events, today, more than ever, companies …

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Essentials of Selling

Trust is a Must

The global public relations and marketing firm, Edelman, releases an annual report they refer to as the “Trust Barometer.” A recent report indicates that trust in governments, businesses, and not-for-profits is on the decline. We …

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Improving Performance at Point of Sale

Increase revenue and decrease customer acquisition costs by enrolling in the R3R1 sales training program. Learning the R3R1 formula will give you better sales results – it is that simple.
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