Next to the chicken and the egg question, more debates are probably held over trying to figure out whether sales is an art or a science. Each side has its staunch supporters. My position is that it...
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The beginning of a new year is the ideal time to establish new habits, and one of those should be scheduling time regularly to increase your depth of knowledge about sales. When I say this, many...
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The greatest sales skill is not assertiveness; it is versatility. How do you develop that versatile attitude with your clients and potential customers? It starts with taking time to observe. Look not only at the customer, noting if...
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Most of what we read and write about the art of the sale focuses on the successful closing. We want a deal to be done, cash to be exchanged, contracts signed and commissions added up. But if...
Read MoreThe other day I was just wrapping up a seminar on sales when a client approached me and asked for an example of what I would consider to be the greatest salesperson ever. “I mean, who...
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The longer you are in business, and the more successful you are at it, the more you realize that there is a consumer for every product if it is marketed successfully to them. All the things...
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As a mentor to many entrepreneurs, I marvel at how each person reacts individually to the prospect of genuine growth in their businesses. In the beginning, they are eager for growth. They make their plans. They...
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