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Your Baby Is Ugly

Weak salespeople tell the client what they want to hear. Great salespeople tell the client what they need to hear.

Want to Hear

The weak salesperson tells the client what they believe he wants to hear. They believe that by telling the client…

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The Last Time We Spoke

I have clients who rely very heavily on text messages. Their children have trained them to use text, and now they use it for business communications. It’s fast when you need to send a quick note and, when you need a quick response, it is better…

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