Why the Book Is Always Better Than the Movie

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The book is always better than movie. There’s a reason that this is true. If you read the book first, you’ve already created the picture in your mind. Your pictures are the right pictures. Now some big shot Hollywood director comes along and shares his vision of what the pictures … [Read more...]

What the Oscars Can Teach You About Your Sales Presentation

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I don’t watch the Academy Awards anymore. I love the movies. I love storytelling. And I love to watch what a group of creative people can put together. But the Academy doesn’t understand their medium or their audience. The Hollywood insiders care about all of their technical … [Read more...]

10 Commitments You Must Gain to Win Deals

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Time: The very first commitment you need from your dream client is the commitment of their time. Without gaining the commitment of time, you can’t create an opportunity. This is why prospecting is the critical activity for sales professionals; prospecting is where this commitment … [Read more...]

Lies, Mistruths, and Fabrications In Your Sales Forecast

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Any opportunity scheduled to close on March 31st, June 30th, September 30th, or December 31st should be removed from your forecast on principal. These “close dates” are your sales quarters, and they have nothing whatsoever to with the date that your prospective client is going … [Read more...]

Be Curious

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The exceptionally smart people I know are also exceptionally curious. They are always hunting for and exploring new ideas. One of the first questions the curious will ask you is what you are reading. See my friend Jack Malcolm, and I dare you try to keep up with his voracious … [Read more...]

Which Straw Broke the Camel’s Back?

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Which straw was it that broke the camel's back? Was it your connecting with your client on the social sites where they live? Was it your engagement around big ideas that eliminated your dream client's opposition to meeting with you? Was it the tweet that sent them to your site? … [Read more...]

It’s Not Your Closing or Negotiating Skills

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Inevitably, when I hear that a salesperson has trouble negotiating or closing there are two main causes, neither of which is negotiating or closing (these problems are relatively easy to solve compared to their root causes). Let’s look at both of the root causes. Unhealthy … [Read more...]

Are You Really Negotiating?

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Countless. That’s exactly how many times I have been told by sales managers, sales leaders, and entrepreneurs that their salespeople need negotiating training And who couldn’t benefit from more training in negotiation (especially in this Disruptive Age, when prospects want to … [Read more...]

Why the Rain Dance Brings Rain

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Parts of the Southwestern United States are very dry, very arid regions. In the past, the Native American tribes that lived there needed the rain to survive. When the rain didn’t come, the Native American tribes would do what is called rainmaking or, a rain dance. The Native … [Read more...]

The Death of Win-Win

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A win-win agreement presupposes that it is possible for you and your client to come to agreement in which both of you are left better off than you would’ve been without a deal. In my experience there is always a path that leads to a win-win negotiation. You might believe deeply … [Read more...]

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