It’s New to Them

You’ve rehearsed your presentation a hundred times. Okay, maybe two or three hundred times. You can rattle it off in your sleep. You know it cold. The thing is, your potential customer doesn’t. He or she hasn’t heard it before. They have questions. If they’re an introvert they need to process those questions in their heads,

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Positive Profiling

I have a friend who used to be a police officer, then a Private Investigator. She’s female so I think she’s naturally attuned to what people are wearing, how they move, how they act, when they’re lying. I see shoes; she sees the brand, cost and fashion sense. When OJ Simpson was on trial and

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When Buying is Painful

I like to spend money. Who doesn’t? But I can be a real tightwad at times too. We all can. Of course one man’s tightwad is another man’s frugal. It’s all a matter of how much you have to spend. When you’re trying to get a customer who hates to spend money, even when they’re

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When Your Product Isn’t the Best Solution

I have a graphic artist named Jana who does amazing things with images, words and photographs, but she doesn’t do logos. She’s not shy about it either. For many reasons she’s determined that no matter how great she is as an artist, when it comes to logos customers are better off finding someone else. She’s

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Finding Leads

One of the things most salespeople know they should do is to ask their current customers, or new clients, “Is there anyone you know who could use this product or service?” It works sometimes, particularly right after you’ve just made a sale and the customer is feeling good about your exchange. However, some customers are

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West of the Mississippi

  Some of you may know the story about Coors beer—that until 1981 you couldn’t buy it east of the Mississippi. The beer was not only refrigerated after brewing, but it remained refrigerated from brewery to distributor and distributorships were few and far between and almost exclusively in the western United States. Prior to 1981

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Learn How to Recognize and Sell to the Four Personality Types

People do business with people that they know, like, and trust. Since we can’t pick or choose the “type” of person we are most likely to trust and like right away, we need to learn how to effectively with everyone’s personality style.” Learn how in this report and start increasing your sales right away!

Selling To The Four Personality Types

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