A List of Things You Can Do To Produce Better Results That Cost You Nothing

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Gratitude is completely free. You can say thank you over and over again, and it won’t cost you a thing. But, if said sincerely, it will be priceless to the recipient. Recognition also costs you nothing. Recognizing the effort someone made--win or lose--is easily done. There is … [Read more...]

On Bad Intentions in Sales

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Your language and body language project your intentions, whether or not you are conscious of this fact or whether or not you want your intentions known. My friend Charlie Green’s trust equation suggests that the more self-oriented you are, the less you are trusted. What makes … [Read more...]

Now That We’ve Won Your Business, I’d Like To Learn A Little About You

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I heard a salesperson say something fascinating (and disturbing) today. He said, “And it's really important for us to learn about our clients needs when we have our new client kick off meeting. What? When we have the kick off meeting? You're probably wondering how the … [Read more...]

Episode 28 – On Turning Adversaries Into Allies with Bob Burg

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What can I say about Bob Burg that you don't already know from having read The Go Giver? I can tell you that I am happy to call him a friend and a mentor. I invited Bob back into the arena to share some ideas from his new book, Adversaries Into Allies: Win People Over Without … [Read more...]