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Sales
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Have you ever asked your customers what they would like you to measure?
The Thinking Behind The Tweet You probably think about what your customers want. You probably measure what you think your customers want. But, do you ever…
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Sales mastery involves a clear & narrow focusing of Personal-Strength Energy.
The Thinking Behind The Tweet About Focusing on Personal Strengths About Personal Energy About Keeping Your Personal Energy Dry
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Are you still trying to close that sale? Is your Persistence based on accurate thinking or denial?
The Thinking Behind the Tweet When does persistence become the wrong thing to do? There are differing views: we discussed this at the Thought Post called…
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How to Master Sales: learn how to ask good questions, listen, think, & share solutions.
The Thinking Behind The Tweet Despite the views of new-era social-media gurus, the Sales function is not dead. The Sales function will live and breathe as…
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In business, the best relationships are built when pleasant personalities exchange interesting ideas.
The Thinking Behind The Tweet And, of course, the ideas contain value and there's following through on commitments. Link to Thought Tweet #278
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If you want to hit a grand slam in business, use your WOMBAT.
The Thinking Behind The Tweet WOMBAT W ord O f M outh B usiness A cquisition T eam
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Communication tip: Google the words "how to listen better". Millions of ideas! Just pick 2 or 3. Start trying them today.
The Thinking Behind the Tweet When we asked the LinkedIn question 'What does it take to be a good sales person?' the #1 answer was - ' Be a good listener .'…
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Sales people should select heroes, learn from them, and emulate their talents & strengths.
The Thinking Behind The Tweet I see better ways of approaching Sales. For example... Sales people can and should learn from ‘heroes’...as many as possible…
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With the pressing of all those buttons, the 30-Second Elevator Speech is going down.
The Thinking Behind The Tweet As you no doubt have noticed, there's been quite a bit of growth in the area of social media. This is impacting on…
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How To Create A Real Scary Sales Monster [a recipe]
The Thinking Behind The Tweet I created a real scary sales monster. Really, I am not 100% sure how I did it. I just know I did it. Actually, I did it more…
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How do you psych yourself up for that really important sales call? Special clothes? Self-talk? Loud music?
The Thinking Behind the Tweet The sales gurus have lots of ideas. But, never mind that for now. This Sales Tweet is about self-analysis . What do you do to…
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Ambiguity poisons profitability.
The Thinking Behind The Tweet Confused sellers struggle to sell. Confused buyers struggle to buy. Confused technicians struggle to perform. In so many ways…
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People want to hear positive messages…give them what they want...deliver some positive messages.
The Thinking Behind the Tweet We tested positive and negative marketing messages. We tried both " in these tough economic times " and " to build for the…
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Time to Stop Hogwashing Relationship-Selling
While there's no question relationships are changing , d on't believe the hogwash about the death of relationship selling. The fact is, for many people…
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Are you too busy to know other people’s businesses?
Common sense tells us: Most people look for a fair deal, where both parties exchange value, Some people look to cheat others, heads I win - tails you lose …
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Stopping to think about CRM tools
The operations of most small businesses become far more complicated than outsiders [and most insiders] would have guessed or expected…and much of that…
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Do you aim to give people more, less, or exactly what they expect?
When you aim to give people more than they expect… You must be ready, willing and able to go the extra mile. You must embrace Napoleon Hill’s ‘QQS’…
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Referrals bring huge value to small businesses
15 or so years ago, Jay Abraham recommended telling your clients you will have more time to do a better job serving them if they provide referrals to you…
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Getting over the perplexities of business development
Every day I get a couple of emails from folks who tell me they have a surefire way to provide some choice new clients.
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Know People
Father-to-Son Business Lesson #19 Below is a note sent by me to my son, over 5 years ago. This note was #19 in a long series of father-to-son Business…
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If we build it better, they will come.
Branding, marketing, hype, buzz, relationships, and sales arm-twists…sure these things have some push, pull, and magnetism. If we do these things they may…
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Keep your goals in mind...and seek simpler paths.
In Sales roles, it is essential to keep your eye on the finish line; understanding the hurdles between you and your goal is far more important than…
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Fresh-squeezed Sales Juice
What do you need to do to get your sales people juiced up about the amazing opportunities you see everywhere you look? First, does that question resonate…
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Clients' Clients Philosophy
A different perspective on customer service.
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Do You Want To Expand Your Insight Power?
Entrepreneurs have deal-doing insight . Good salespeople have deal-doing Insight , which can be defined as: a natural, deep capacity to understand people and…
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I'm too busy so you get to make some money.
Here's a twist on the I'm-too-busy mindset. In the past I challenged people to stop thinking and saying, “I'm too busy”. Now, I'm suggesting they ought to…
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Rather than loudly blaring and flashing your products and services, try simply explaining why you are building them.
The Thinking Behind The Tweet Inspired by a combination of Simon Sinek's " Discover Your Why " [The Golden Circle of Why-How-What] and Mark Weber 's approach…
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Communication tip: Knowledge backfires when it is controlled by the mouth.
The Thinking Behind the Tweet Selling, for example, has little to do with the technical things you know and/or can talk about. As time goes on, sales people…
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Communication tip: People want to hear positive messages…so why not deliver positive messages.
The Thinking Behind the Tweet We tested positive and negative marketing messages. We tried both " in these tough economic times " and " to build for the…
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Communication tip: Deliver messages different ways, use different vehicles, and repeat. That’s the way people learn.
The Thinking Behind the Tweet Some suggestions: Keep the message simple, concise, and clear Use stories to convey the message But, also deliver the message…