Cynicism Is a Recipe for Mediocrity

Cynicism Is a Recipe for Mediocrity

Some salespeople resist buying the company line. They resist buying the hype. They are too cool for school, pointing out that nothing is as good as it is made out to be. They question motives. These salespeople are cynical and are typically smartasses.

The Path to Referrals

If you would have referrals, you need clients that feel so strongly about you and what you do that they are willing to talk ...

What Really Prevents You From Writing a Couple Blog Posts Per Week

A question on Focus.com and the accompanying responses got my attention. Actually they got my attention because my name and ...

Sales & Marketing Success Conference Update and Breaking News!

Breaking News! I have just learned that you can make a single donation to the Japanese Tsunami Relief Fund and register for ...

Two Commitments You Need to Produce Better Results

You want to sell something more than price. You want to help your dream client produce greater results, and you want to help ...

Between Wants and Wont’s

There are a lot of “wont’s” between you and what you want.

The Handoff—Making Certain Operations Succeeds

Image: Aspen Photo / Shutterstock.com

The Perfect Prospect List

A few days ago, I wrote a post on qualifying. Salespeople, especially desperate salespeople, try to sell their product or ...

TSB Book Club: Trust-based Selling—Chapters One through Seven

I spent my weekend at the SOBCon conference in Chicago, so I am woefully behind on my reading of the first book from The ...

The Law of Repulsion

There is this idea called the law of attraction. It says that what you put out into the universe, the universe brings back ...
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