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Category: Selling Skills

link to The Essential Art Of Attitude

The Essential Art Of Attitude

Successful selling is about 95% your attitude toward yourself. Not so much about your attitude toward your prospect, your attitude toward your product or service, or your attitude toward your boss...

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link to Average Is Not Acceptable

Average Is Not Acceptable

What kind of sales results are you or your company producing? Just enough to get by? Not the worst, not the best? Or are you excelling and at the top of the game, month in and month out? Excellence...

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link to What Is A Sales Funnel?

What Is A Sales Funnel?

The term "sales funnel" has been popularized by online sellers, and we are led to believe that it is designed to convert web traffic into online sales. However, direct selling has used a "funnel" for...

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link to Is There A Definite, Predictable Path To Sales Excellence?

Is There A Definite, Predictable Path To Sales Excellence?

When I began my sales career I assumed (falsely) that the great salespeople were born great. It turned out to be nothing more than a myth. You see, great salespeople all have something in common....

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link to Baby Steps – The Art Of Closing A Sale Begins With A Series Of Small Sales

Baby Steps – The Art Of Closing A Sale Begins With A Series Of Small Sales

So, you have a sales lead. Now what? What is your first objective when you are face to face with the prospect? How about your second objective? Should you try to find out if the prospect is...

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link to Are Your Prospects Buying… Or Are You Selling?

Are Your Prospects Buying… Or Are You Selling?

The primary question, of course, is do you know the difference? When a prospect makes a decision to buy something, it is a personal choice. When a prospect feels like they were sold something,...

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