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Seven Reasons Salespeople Talk Too Much

Why do we often talk more than we should? When other people talk too much, we notice immediately. When we talk too much, everyone else notices except us.  Here are a few possible explanations:  1. Anxiety. People who are anxious use an avalanche of words to...

Finding Pain Hurts

At the most basic level, people typically spend money on two things: First, they readily spend money to combat pain. Second, they spend money to pursue pleasure. But did you know that getting people upset is the fastest way to help them? Strange, but true. In sales,...

Become a Networking Guru

Effective business networking is the bringing together of like-minded individuals who, through relationship building, become walking, talking advertisements for one another. Keep in mind that networking is about being bona fide, building trust, and seeing how your...

Overcoming Sales Fears

When you are in the business of sales, it’s natural to have fears, but it’s important to overcome those fears in order to be successful. Below are several common fears and ideas on overcoming them. Undoubtedly, the biggest fear most people have in business...

Four Sales Stealers to Be On the Lookout For

Many successful marketers began their careers as children setting up lemonade stands or selling newspapers. Years of experience and exposure to more mature and intricate marketing techniques changes things, but there is one aspect that is no different between selling...

The Moment of Truth in Sales

Note: This resource is part of our Moving the Bar in Your Career and Your Life, a unique approach to professional development series: Building Enviable Customer Relationships. Click here to see the entire series. Moments of Truth: let’s use an Olympic athlete as...