“The Flinch” is one of the best tools in negotiating.
Use it on your customers before they use it on you! Here’s how….
What’s the slowest time of year for your business? For many of us, it’s the “Dog Days of Summer”. Yet for one company, it’s the absolute busiest time.
This company whips their customers into a feeding frenzy to buy, and there’s no seasonal reason for it. The customer urgency is 100% manufactured. How?
My first Sales Manager taught me “your success will depend on how good you are and how hard you work”.
It took me twenty years to realize he was wrong, wrong, wrong.
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Why is it so difficult to hire for high-paying jobs?
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There are two kinds of people in this world.
Those who believe you can categorize people into two groups, and those who don’t.
George Carlin joked about the seven words you can never say on TV. Did you know there are also seven words you should never say to a prospect?
“No point without a story
No story without a point”
Charlie “Tremendous” Jones
What’s the most famous Sales Joke in the world? Here’s one nomination, and my version of it.
Most I.T. proposals are boring and ineffective. Filled with industry jargon and eye-glazing detail, they practically dare your customer to wait & “think about it”.
Here are some ways to cure this problem.