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The Art of the “Piggy-Back”

The most critical skill in selling, business, and relationships is listening.  Listening, however, is a difficult skill to master as it is not an easy skill to teach or to learn. A tool that we teach...

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The Art of “Risk Management”

  Selling has changed dramatically in the “internet age”.  Prospects are more likely to be knowledgeable about your products and services long before they engage with you than ever before.  In B2B...

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It’s the price…right?

How often have we either heard or said when it came to describing why we didn’t get a sale that it came down to price?  It is the classic rationale for sales that are lost in most organizations and...

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Begin with the end in mind…

Many of you at some time probably have read Steven Covey’s 7 Habits of Highly Effective People.  If so, you recognize this title as one of those seven habits.  It is one of my favorites.  What I would...

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Are You the Right “Type”?

You are probably familiar with this story.  You are in high school or college and you hang out with a group of friends.  In that group there is always that one individual who stands out in almost every...

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Qualifying. An Expanded View

Through the years we have been taught that qualifying prospects is one of the essential things we must do early in the sales process.  Why is it important to do this?  We needed to make sure we were...

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Don’t Just Say Something. Pause.

What is a very simple skill to learn and execute that is also highly effective?  Let’s illustrate it.  OK, are you ready?  Listen.  Hear anything?  If not, you just experienced it.  It is called...

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