Archive for February, 2017

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Turning Over Rocks

When I started back in the family staffing business, my sales manager gave me a list of companies I was forbidden from calling. She and her sales reps were worried about one of the owner’s sons being given preferential treatment, and they wanted…

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The Best Part of Selling

Producing results is more interesting than selling. The outcomes produced after someone buys are infinitely more interesting—and more fulfilling—than the sale itself. You don’t get accolades from your client for having won their business.…

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Will Yourself To Do the Work

Most people struggle to produce the results that they want not because they can’t do the work, but because they won’t do the work.

You are capable of producing better results than you are right now. This is true for you, no matter how well you…

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What’s New or What’s Right?

We love fads. We love to love the new thing. We want to know what comes next.

For a lot of people, sales is a fashion business. You always need something new to sell. Because something has garnered enough attention to make it a fad does not mean…

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