Archive for January, 2013

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On Dissatisfaction

People don’t change unless and until they are dissatisfied. Without dissatisfaction, there’s nothing to compel your prospective client to do something. There’s no reason for them to take action.

Your job in sales is to discover dissatisfaction or…

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How You Learn to Sell

I remember how my old man “taught” me to swim. He launched me into the deep end of the swimming pool. I think I was four years old. I replaced the water I was taking in through my mouth and nose with tears as I struggled to tread water. By the…

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