Category Archives: Attitude

2024 4th Quarter: Time to Close Business! As a sales professional, you must ask yourself: What have I accomplished Year to Date in 2024 and what is required in Q4. It is critical to have a realistic, actionable, defined plan … Continue reading

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The Power of Listening: Unveiling Buyer Motives

In the dynamic landscape of sales, one skill stands out as a game-changer: listening. A salesperson’s ability to truly listen can be the difference between a successful deal and a missed opportunity. Why is listening so critical? Because it holds … Continue reading

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The Second Best Word you Can Hear is “No”

Whether you’re new to sales or a seasoned veteran, regardless of your “technique”, you’ll still hear “NO” more often than “YES”. This is a truism of sales. Most salespeople know this, but everyday go on calls always seeking a “YES”. … Continue reading

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Accountability or Excuse Making?

What will you accept; when “Results are on the line?” Excuse making is: A plea or explanation offered in defense of one’s conduct  Excuse Making: A release from obligation, duty, etc.   ………A “pretended” reason for conduct “Every excuse that is … Continue reading

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Sales Manager’s Corner: The Buck Stops Here

Sales Manager’s Corner   THE BUCK STOPS HERE!   Harry Truman coined this phrase to let everyone know who was in charge and that he would take action and be accountable.  As Sales Managers the “Buck Stops Here” lets your … Continue reading

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Do you “Own the Owner”?

“Own the Owner” What’s necessary and even mandatory to win sales today? You MUST “OWN” the “OWNER!” It means…. We MUST know the “OWNER” of the project, the “owner” program, the “owner” of the decision…the “owner” of the expenditure—in order … Continue reading

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The Optimist Creed

We often talk about attitude and beliefs.  We’ve shared the data of the incredible impact that your childhood has on your beliefs and belief system.  Today – there is so much negativity in this country in the news, politics, social … Continue reading

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Building Your Business: Leveraging your time and satisfied customers to create a Client Referral Network

              Why don’t MOST salespeople get referrals? What stops them? Why do they conveniently “forget” to ask? REASON: The most common reason sales people don’t ask for referrals is FEAR. Fear of Rejection Fear … Continue reading

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Trade Shows — “Come Back with Prospects, Not Just Leads”

Trade Shows — “Come Back with Prospects, Not Just Leads” Long days…sore feet… tired back. Sound like your typical trade show? To make the show worthwhile you’ve got to put in the effort. What better place to talk to and … Continue reading

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Attitude & Belief Systems

Is your team made up of go-getters who believe that nothing will hold them back? Or is your team made up of people who have the ability to only find why something won’t work? What gives the go-getters this seemingly … Continue reading

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