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Communication


When you find yourself getting emotionally charged during a sales conversation, it’s because of the story you are telling yourself about the prospect. by Colleen Stanley Emotion management is a key selling skill. After meeting with a challenging prospect, more than one salesperson has asked, “Did I really say that?” or “Why didn’t I say that?” The salesperson has just experienced the knowing-and-doing gap. They know what to say, but...

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by Nancy Bleeke Words are mighty and the key to our success in communication, leading, and coaching our team. Even our seemingly little words can have a huge impact. Ever say something you wish you could “take back?” I sure have! Unfortunately though, you can never erase the words you say … and someone else hears. Think about the social media snafus from celebrities and politicians in the past few months alone. So many words that...

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Mistakes happen. As human beings, that is an inevitable fact of life. How you handle the gaffe, I believe, is what makes the difference between turning an honest mistake into a positive outcome. I think of my early days as a customer service representative. It was amazing to me how I could quickly diffuse an angry customer situation simply by listening, acknowledging their pain and apologizing for the problem that occurred. by Barbara...

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Good opportunities are hard to come by, so blowing it because of a bad voice mail is a waste. Could your reps be leaving poor voice mail messages? And what’s that costing in sales, confidence and productivity? by Alice Kemper Bernie left two messages today. The first one came while I was on another call and the second one came after I left the office. The first one was a cold call introduction to his company. His message was all over...

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Build a Relationship, Not Resistance


Posted By on Sep 7, 2016

In order to build a relationship and avoid creating resistance, make sure that your mindset going into the call is focused on two key things … by Colleen Francis As salespeople, we generally have between 4 and 30 seconds to make a first impression on our prospects that will compel them to want to engage with us. Unfortunately, by the end of these all-important first few seconds, the vast majority of salespeople leave their...

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by Kendra Lee Most business professionals understand the value of a big, engaged following on Twitter. After all, the more people you’re able to reach, the more likely it is that you’ll start meaningful conversations and, over time, generate higher quality leads. Many people also assume that if they can’t build that kind of massive following, then it’s not worth investing a lot of energy in Twitter. That’s a mistake. And here’s why:...

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