Sales Knowledge

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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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The Pareto Principle for Sales

Most of what you do does nothing to produce results. While it may be necessary, it doesn’t move the needle.

Meetings with Prospects and Clients

If there is one thing that should dominate your calendar as a salesperson, it is meetings with…

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On Hiring a Salesperson

Hiring is difficult. Hiring salespeople is exponentially more difficult. It is a complex human interaction, and there are wide variances in performance. A work history in sales may tell you part of the story, but some salespeople who succeed in… Continue Reading

Get Better

You have prospects who are difficult to contact. They’re hard to reach by phone and impossible to reach by email. No matter what you try, you can’t seem to connect with them, and they never respond to your attempts.

You have prospects who are…

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