Monthly Archives: April 2014

The eye of the tiger…

This is a song from Rocky. The movie shows it is not the size of the dog that wins the fight but the size of the fight in the dog. Sales is one of those jobs that you can’t just … Continue reading

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Heads or Tails?

The big question. Do you sell top down, or from the bottom up. It seems to attract attention we try to put our best foot forward. But when they show interest we often try the old bait and switch. I … Continue reading

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0-60 MPH in 20min?

That’s right! Your sales conversation goes from “0” to “60” right in time to ask for the sale. Most sales people make the mistake and either start off using high-pressure or low-pressure sales tactics thenĀ end the exact way they started. … Continue reading

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That’s a wrap!

In sales you never leave things up in the air. It is very important that you are next step driven. That means when you are wrapping things up with your prospect always close with a firm time to call back. … Continue reading

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If it is not me then it must be “you”.

When handling objections and your getting beat up. Don’t stay on the ropes but “turn it around.” I have noticed that even if something is a great purchase for the prospect (nothing in life is perfect) if the prospect focuses … Continue reading

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Try this! It works! I guarantee it!

There are 4 things I write down when I get to my desk after the initial ice-breaker. First, I say, “I ask this of everyone.” You must say this so you will not sound follish in asking the more personable … Continue reading

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I don’t know why she swallowed the fly, perhaps she’ll die.

This was an old nursery rhyme. The old question, why would someone swallow a fly? We all could guess why that happened but until we find the root cause it will really do us no good. The power of the … Continue reading

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