Halloween is upon us once again, the season of fear!. Ghosts, goblins, witches and vampires are all characters invented to affect the deep seated anxieties that reside in all of us. And while salespeople may also be frightened by these terrible creatures, they have another set of fears to deal with, and these are ones […]

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The recent Labor Day had me thinking about salespeople and the work they do. Quite often I hear workers from other departments complaining that the sales team does nothing but play golf, eat expensive meals and take award trips to exotic locations! While these perks can certainly be part of the life of many sales […]

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In almost every presentation we give, we are trying to move the audience to act or think in a different manner. Perhaps it is something as overt as, “I want you to buy this product.” or something as subtle as, “Perhaps we should rethink the direction of this product roll-out?” Even if we choose not […]

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While the “Seven Deadly Sins” of just about anything can be found throughout the web, I have still decided to write my own focused in the area of sales. Having been in sales and sales management for over 30 years, I continue to see sales professionals making the same mistakes over and over again. Take […]

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When you sell head-to-head against another organization you, can assume that they are going to try to exploit those issues where they perceive you are at a disadvantage. For example, if you are a premier price/premier quality company, then your competitor will be talking about how much less expensive their product/service is than yours is. […]

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