Why Stories Sell
There’s an undeniable truth about stories. Most people absolutely love them. We are brought up in our early years listening to stories at bedtime. We go through school learning to…
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Why Positive Thinking Is Not Working for Introverts
There is nothing more troublesome for an introvert than to be judged against the same criteria as the extrovert. Engaged in the kind of in-depth analysis of a situation that…
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Why Do You Do What You Do?
In our experience, what lies just under the surface of successful sales executives are complicated layers of identity and mission. While there are two consistent external reasons for doing this work, our…
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Why Business Culture Today Is In Love With Extroverts
Business culture today is geared toward the go-getter, the team player, the networker, the entrepreneur and the leader. It’s about power, getting ahead, cutthroat competition, deals and leverage. On the surface, this…
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Two Best Practices for a Robust Sales Funnel
The best practices for keeping a robust and active sales funnel have been discussed by every sales leader from Dale Carnegie to Zig Ziglar. Many of these techniques look great…
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Salespeople have done more for progress than anyone imagines
Whenever a new commodity appears, we ridicule it, and oppose it, and refuse to buy it at any price. Then the salesperson trains his energies on us. We fight for…
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Sales Training Today is for Extroverts – How to Include Introverts to Grow Your Sales
How do you spot the introverts who have become very good at hiding their introversion? And how do you empower them to work alongside their extroverted colleagues without imploding? As…
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Resilience versus Talent
Would you rather be talented or be resilient? It’s an interesting question. The athletes and actors we see on TV seem to have a lot of talent, and many of…
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Online Course: The Secrets of Connecting With Your Clients Instantly
People like people who are like them. More importantly, people buy from people they like and trust and that is why we will create more likeable and trustworthy you! We…
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Online Course: How to Use Trigger Events to Sell
Where and how will you find your next customer? By learning where to find and how to use trigger events, calls you will make in the future will never ever…
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