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Business Rapport is Not Social
I can honestly say that no topic has generated more feedback, emails and comments than my recent posts about establishing rapport. Several people vehemently disagreed with me and emailed their...
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Avoid the “Cooked Spaghetti” Sales Approach
When I was a kid I remember hearing someone say that the best way to tell if spaghetti was cooked was to throw a piece on the wall, and if it stuck, the pasta was cooked. Some sales people use this...
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6 Ways to Impress a Prospect
In today’s ultra-competitive business world it is becoming more difficult to stand out from the crowd and impress new prospects. However, there are a few things you can do to achieve this and start...
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Showing Up Isn’t Enough
In recent weeks my wife and I have visited a variety of open houses and the lack of salesmanship we have encountered has been disturbing. Here are a few examples… During a conversation with one real...
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A Different Perspective Can Do You Good
When my first daughter was two or three years old, I remember taking the time to watch a caterpillar crawl along a sidewalk. We studied that bug for an eternity until she stepped on it and killed it...
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