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Trust on Decline Unless You’re Recognized as an Expert Study Finds

Leanne Hoagland-Smith suggested I take a look at a very interesting post by Steve Rubel that draws attention to some recent research his company, Edelman, the largest PR firm in the world, has done in...

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Financial Advisor: You Must Match Your Message with Your Desired Image

The typical financial adviser will spend over 650 hours a year studying their profession through reading professional books, blogs and other publications, attending on-line discussions and webinars,...

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How to Take the Sting Out of the Price Question Early in the Sale

“So, how much will it cost?” “What would something like this run me?” “We have a very limited budget.  I don’t want to waste my time.  What’s your fee?” “Sounds to me like you’re talking about a lot of...

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Hey, Now, Just Who’s Qualifying Whom Here?

Recently I wrote an article titled “How to Take the Sting Out of the Price Question Early in the Sale.”  In the course of the article I argued that it is natural for a prospect to ask about price–and...

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Guest Article: Are You Client Focused or a Client Vulture?, by Charles H. Green

Much has been written about client focus. We hear about sophisticated clients who will leave if we don’t focus on their needs. We hear about the virtues of client loyalty, and the virtues of...

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Killer Communication Strategy

So many prospects and clients to kill, so little time.  But don’t worry; salespeople all over the world are doing their damnedest to kill as many prospects and clients as possible every day.  Their...

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Guest Article: Reputation Recovery, by Charles H. Green

Reputation Recovery by Charles H. Green When you are more virtuous than your reputation would suggest, you have a communications problem. When your reputation for virtue exceeds the facts on the...

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We’re Sellers, We Are The Hollow Men

We are the hollow men We are the stuffed men Leaning together Headpiece filled with straw. Alas! Our dried voices, when We whisper together Are quiet and meaningless As wind in dry grass Or rats’ feet...

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Are You Really The One Being Qualified?

Every seller is concerned about qualifying their prospects.  We all want to be in front of prospects who can buy—that is, who not only have a need or desire but also the means to consummate the...

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Book Review: Principled Selling: How to win more business without selling...

Ethics. Honesty. Integrity. Principles.  All of these terms are on the tip of virtually every seller’s tongue.  We sellers talk about them, we proclaim we exhibit them in our personal and professional...

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