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Wednesday, 15 December 2004 |
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'The Comfort Zone'. How often have you heard this expression in sales? It usually tends to come from management when discussing a sales representative who perhaps is 'coasting' and could be doing a lot more to enhance their activity and their So, what is this 'comfort zone'? How does it occur? And how can you prevent it? |
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Wednesday, 03 November 2004 |
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Are the opportunities in your current sales pipeline 'moving' or 'stopped'? It's really easy to tell the difference. Take a look at your day planner, or personal digital assistant (PDA), or whatever you use to schedule appointments. Do you have a date and time on your calendar for each opportunity when you will next meet or speak to your customer on the phone? |
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Tuesday, 12 October 2004 |
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Most sellers I know go to great pains to point out to me just how customer-focused they are. They want to make sure I know that they're not pushy or manipulative or sleazy in any way. Yet when they get into meetings with prospective clients, they quickly switch into a seller-centric mode of operation before they even know what's happening. That's exactly what occurred in my sales call with Terry. Before we went in, I asked her to tell me what she'd said to get the appointment. |
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Friday, 08 October 2004 |
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Have you known people who looked as if they'd make tomorrow's headlines, individuals who showed great potential but never realized their great expectations? These fallen stars may have been suffering from fear of success. Who, you may ask yourself, would ever fear success? Yet this is one of the most disastrous of all the fears you may experience. A warning for these fearful individuals comes from an often-quoted statement, 'Beware of what you think you want, because you just may get it!' |
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Tuesday, 05 October 2004 |
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If you've ever doubted how responsible we are for what's happening in our personal and work lives - and how much power we have to change the things we don't like - then remember this: We train and condition our customers to treat us the way we want to be treated. |
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Friday, 17 September 2004 |
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Everyone reading this article can remember the two dimensional stick figures you drew when you were a kid? They were simple; you drew one line and then another line until you had drawn what resembled a person. Your mom praised you for your newly discovered talent and your drawing was proudly displayed on the refrigerator door. To distinguish your stick figure as a man you drew a hat, and for a woman you drew a triangle as a skirt with curly lines sprouting from her head as hair. |
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