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Posts Tagged "sales preparation"


By Julie Hansen “Frankly My Dear, I Don’t Give a Damn.” Why Buyers Don’t Care About Your Presentation If you’ve been selling for more than a week, you’ve already heard plenty of excuses from buyers: I need to think about it. I can’t afford it. You’re too expensive. The details may vary, but the reason buyers aren’t anteing up typically boils down to this: Frankly my dear, they don’t give a damn. Clark Gable delivered this famous...

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Cold calling is tough!  But, there’s no excuse for laziness or mediocrity.  You have to do your homework before you call a prospect or the call is meaningless and here is the perfect example of why.  by Jill Harrington Do not ever be this guy. This is a true story. The seller’s name is David. And yes, this is his real name. I’m not protecting the innocent because he’s not innocent. He’s guilty of the most moronic act of any...

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An actor’s attention to detail is evidenced in an eyebrow raise that speaks volumes.  A sprint runner makes one small shift in the position of their knee when leaving the starting block and they shave important milliseconds off their best time. by Merit Gest Preparation before performance matters.  Would an actor be ready for the curtain to rise without detailed preparation?  Would an athlete be ready for game day without detailed...

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