Sales Acumen

transparency

Transparency Creates Trust

There are a lot of people who believe that selling well requires that you paint a picture of a desired better future without sharing the challenges that it is going to take to make that future a reality. They believe that sharing anything that…

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racoon

How Not to Ask Like a Mooch

If you are going to ask someone for something, offer to trade value for what you want.Each day, my inbox delivers me requests from people I don’t know, have never heard of, and who don’t know me. These people make requests to be on the In… Continue Reading
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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