Welcome to 2009. Over the summer break I was talking with a number of friends about what 2009 will hold for us, our families, our communities and our businesses. Without…
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I can honestly say I did not enjoy the early years of my sales career. I initially found it hard, relentless and sometimes really distressing. I was asked to do…
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Punishment and reward proceed from basically the same psychological model, one that conceives of motivation as nothing more than the manipulation of behavior. As part of my own development and…
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Last week www.smartcompany.com.au ran a story saying that the Federal Government may include business numbers in the Do Not Call register. What are they talking about? Prospecting for new business…
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As markets tighten and people's sentiment can tend towards the negative it is critical that we don't get spooked. As mentioned before in the article about "Watch who you let…
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Picking up from my recent posting "We'll meet again" I thought it would be worth looking at how First Impressions can impact our opinions of other people and their opinions…
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What is your position on SUSTAINABILITY? What community improvement activities is your company involved with? These are questions, among many others, that my team and I are responding to for…
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Ever been treated with an attitude of indifference? Ever been ignored as a customer because you didn't look the part or didn't fit the stereotype of a typical buyer? Ever…
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Starting out a prospecting call or receiving a customer call with a negative, resigned or flat, uninterested attitude will not inspire anyone and more than likely lose you customers. I…
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I typed 'Sales' into youtube.com the other day just to see what was on offer. I have to say that some of the initial videos displayed on the front page…
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