How To Get Them On Your Side

How To Get Them On Your Side

People don't want to be talked to or talked at. Period. They don't want to be "convinced" or "manipulated." So if you are trying to get a prospect to listen to you, agree with you, and be on your side, you will make a dog's breakfast out of the sales conversation. ...

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A magical moment, Omen, Or Myth?

A magical moment, Omen, Or Myth?

  It was a dreary England morning when I walked out of my Airbnb to go to the nearest town for groceries.  I decided to walk instead of calling an Uber. I figured I’d wander around in town and enjoy the scenery.  It is, after all, England, where everything seems...

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These prospects are READY TO BUY

These prospects are READY TO BUY

There are people out there who are ready to hand you their money. True! But there are also people who are not even aware they have a problem that you can solve, so it will take more time for you to make them want your product or service. That's why it's important to...

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How a car salesman lost commission on a $378,000.00 sale

How a car salesman lost commission on a $378,000.00 sale

I took a limo from my hotel to Dallas airport this week.  It wasn’t because I have a wad of cash to throw around. I just blew my budget on the conference.  But rather, I was informed by the hotel concierge that over 7,000 Mary Kay reps are in town and have used up all...

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How To Get More Sales Without Lowering Your Price

How To Get More Sales Without Lowering Your Price

"How much?"  I asked. "Twelve euros," she responded. I turned the hat over, inspecting it; trying to decide if I want to spend that much on a cotton hat (I already have half a dozen hats sitting prettily at home). Then she reminded me of my desire—to not burn my face:...

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