Archive for September, 2017

open book

Don’t Hate the Recipe

The recipe isn’t always pleasant. The results, however, are quite the opposite. You cannot have the results without following the recipe.

The recipe begins with Hard Work. It takes much more Hard Work than most people are willing to provide to…

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man working at a computer

Is This a Good Time

Selling well is about making effective choices. It doesn’t make sense to open a phone call to your dream client with “Is this a good time?”

If you are calling your prospective client to ask them for a meeting, you don't need much time. You simply…

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hooks for bait

Taking the Bait

From time to time, your dream client will answer your cold call and ask you to tell them a little about your company and what you do. You will be tempted to respond to that question by answering it, responding to the prompts you were given. You…

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upset girl

You Are Upset Because You Care

Your client is not getting the outcome that you promised them when they made the decision to buy from you. Your team is struggling to produce those outcomes, and you are upset that things aren’t going well. You are right to be upset, and you are…

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pocket watch

Sales and NLP

NLP, or Neuro Linguistic Programming, was developed by Richard Bandler and John Grinder. They were studying the most powerful approaches to therapy, including Gestalt and Ericsonian hypnosis, when they recognized that they could help people change…

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