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Ten Ways to Prepare for a Tough Negotiation

By the time two parties to a negotiation are sitting across the table from each other, the negotiation may already be over. If you didn’t plan ahead, chances are that you’ve walked in to a fait accompli, a done deal, a ship that’s already sailed. If the other party...

50 Ways to Fight Gender Bias in Sales

Every week, someone asks me (at least once) about a specific situation a woman has had in the workplace – usually on a sales team - either to get some advice, tell what happened, or simply to share in a safe space about an incident involving them or someone they know....

Six Sales Mistakes Guaranteed To Kill The Sale

When it comes to mastering the art of sales, sometimes it can be more important to understand what not to do when trying to get the sale. Sales is one business where you cannot fake success. Your numbers, your goals and your bottom line results will always reveal your...

10 Ways to Achieve Your Sales Goals Faster

Every January 1st brings with it a new round of resolutions, both personal and professional. You’ve made it through the first week of the year and your goals are hanging there. You may be feeling as if you’re already behind, or you’ve missed them already. For me, the...

Finally a Rule to Improve Sales Velocity

The 48-Hour Rule™ Did you know that your prospects and customers are evaluating you (and your organization) with every interaction? They’re asking themselves the following questions: Is this person (organization) reliable? Will this person handle my needs in a timely...

What about the Buyer’s Process?

Every sales training program and book about increasing sales offers a sales process. These step-by-step processes help sellers to orient themselves and move through a logical progression from opening the sale all the way through to closing the sale. Having a sales...

Sales Force Turnover: Good or Bad?

There is a common belief that sales force turnover is always a bad thing. I’ve even read several articles supporting this point of view. Well, I am here to say that some sales force turnover is a good thing.  Anytime someone leaves, it affords you the opportunity to...

How To Recession Proof Your Business

Yes it’s coming, whether you like or not, at some point this economy is going to shift. And depending on which economist you follow, it looks like the downturn will hit somewhere around end of 2020 beginning of 2021. Now before you put this article down because it’s...

You Only Get One Chance to Make a First Impression

Before any sale can be made, a relationship must be opened. And if multiple sales are to be made to the same customer, that relationship must be maintained and maximized through continually opening new opportunities and, sometimes, new relationships that will enhance...

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