What’s Your Selling Personality?

Whatever your sales personality is, it’s important to be A) authentic and B) consistent. That means you’re acting in a way that feels natural and uncontrived — which will naturally make it easier to keep up. More...
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The 5 Phone Techniques Top Reps Are Using to Get Better Results

Modern prospects are bombarded with sales emails and social media selling campaigns. While their telephones once rang off the hook with sales calls, now their email and social networking inboxes are filled to the brim. Simply put, your prospects are no...
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How to Make Positive Changes That Actually Stick

It’s easy to feel intimidated by people who have achieved a tremendous amount of success. But the great thing about Tony Robbins, an author, speaker, and business and life strategist who’s worked with Bill Clinton, Oprah, and Serena Williams? He’s...
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Active Listening in Sales: The Ultimate Guide

Salespeople don’t hold all of the cards anymore. With a quick Google search and some browsing, prospects can gather as much information about a product as a salesperson has. As a result, it’s harder for salespeople to demonstrate their expertise....
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#ThursdayThoughts: 4 Good Customer Service Examples

One bad customer service experience can swear you off a product forever. But one exceptional experience, on the other hand, can turn you into a lifelong and loyal brand advocate. More than half of U.S. consumers express loyalty by recommending brands...
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5 Ways to Take Control of Your Sales Call

Watching a salesperson take control of a sales call is a beautiful thing. By the time it ends, they’ve gotten the answers they need, delivered the information they wanted to, and locked in the next steps. The prospect, meanwhile, gets...
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How to Dig a Buried Email Out of Your Prospect’s Inbox in 15 Seconds

To succeed in sales, you must walk a fine line between persistent and pushy. You don’t want to give up too easily — just because you don’t get a response the first time you try doesn’t mean the prospect isn’t...
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8 Ways to Start a Sales Call So Prospects Don’t Hang Up On You

How do you feel when your phone rings and you realize you’re receiving a call from a salesperson? For most business people, it’s interruptive, annoying, and distracting. But if it’s your job to call prospects, you don’t have to fall into...
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4 Simple Ways to Communicate Better with Your Customers

Communication is at the heart of human interaction, and it can make or break a business. Being able to communicate effectively with customers can lead to increased sales, repeat business and referrals. On the other hand, not being able to can quickly...
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#ThoughtfulThursday: What Baseball Taught Me About Selling

This article isn’t really about baseball — it’s about a single lesson I learned through playing baseball over 20 years that I now apply to sales every day. I’ll go ahead and take the rabbit out of the hat now....
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