Debating and Selling – It’s All in the Preparation!

As nerve-racking and crazy as the recent political debates have been, what I enjoy the most about them is the thought that goes into every question asked. The moderator's questions are planned out, purposeful, and zone in on key targeted topics. When you think about it, isn't that what we do in sales? We are like moderators. Just as the moderator of the political debate doesn't show up and wing it, asking questions off the cuff, neither should we. We should be well prepared for a meeting,...
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What’s Your Recipe for Success?

When I was a child I loved helping my Grandmother bake cookies. She baked every Saturday morning and each week it was a different delicious kind: peanut butter, snicker doodle, and my favorite -- chocolate chip! We would spend the morning meticulously measuring each ingredient before dumping it all in the large silver mixing bowl.  Read full article
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Let’s Not Hibernate. Let’s Accelerate!!!

This is the time of year when most salespeople start to wind down in anticipation of the holidays. It is almost like we go into hibernation mode until the beginning of next year. Well, I'm here to say "DON'T DO IT!" Don't think there is nothing left to do. Instead, put the pedal to the metal and accelerate for 2016! This is the prime time to get a head start for next year. I am not saying you shouldn't take time to celebrate the holidays and enjoy yourself...that's important...but let's n...
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Time to Negotiate!

Negotiations - they're a part of life. As salespeople, we need to be great negotiators to be successful. So how do we approach the process? Two things are extremely important when it comes to negotiating - the outcome and the relationship. When it comes to outcomes, there are five possibilities: I win - you lose. Compete. This is not beneficial for a long-term relationship. I lose - you win. Accommodate. You are not operating from a position of strength. I lose - you lose. Avoi...
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Etiquette Corner: It’s time to hit the links!

Well, it's that time of year when the sun is shining and the golf clubs are swinging. If you get the opportunity to play in a company outing or a charity event, the way you conduct yourself on the golf course might determine if someone will do...or continue to do...business with you. With the help of Peter Post (great grandson of the legendary Emily Post) and his book called The Unwritten Rules of Golf, here are a couple of tips to help you make a good impression, no matter what your final sc...
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Etiquette Corner: Name Tag Etiquette

If you're at a work event or tradeshow and find yourself pinning on, sticking on, or hanging a name tag over your head, here's how to do it right: A stick-on or pin-on name tag should be worn about four inches below your shoulder, on your right side. This way it will be visible to people when shaking hands during an introduction. When viewing someone's name tag, glance at it. Don't stare at if for a long period of time. "Mr." or "Mrs." or "Ms." should not be written on a tag but it is...
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