You Need Insight Plus Rapport and Relationship Skills

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Is it insight? Is it relationships? What is that salespeople really need to succeed? [I am using rapport to mean relationship skills here] Low Insight, Low Rapport (Time Waster): Having low insight and low rapport and relationships skills makes you a time waster. Most people in … [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...]

The Problem with Ultimatums

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The first problem with giving an ultimatum is that it can be accepted. You may believe that you have the power in a negotiation. You might believe that that power can be exercised by giving the other party an ultimatum. But giving an ultimatum allows for the other party‚Äôs … [Read more...]