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Archive for June 2008

Is Technology Killing Communication?

Recent research indicates that some of the main issues in sales and communications right now have emerged because people believe you can replace face-to-face (and voice-to-voice) communications with text, e-mail and social networking. These ways of interacting electronically obviously offer huge benefits and are no doubt part of the future, but they lack a personal…

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Negotiating Change

Healthy and Unhealthy Fears – An Action Plan To change from a victim into a volunteer we have to develop and implement an action plan that clearly educates people about the value of our product or service. One way we can do this is by becoming aware of our fears. There are two kinds of fear…

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Top Tips From Our Research on Top Producers

What the most successful people do differently Sales Dealing with ego driven buyers Ask them to list possible solutions to the problems they are having and then see what you can agree on. The key is to get them talking about their problem. Remember, what comes out of their mouth means more to them, than…

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Talent First, Success Next

We know that it is sometimes the process itself that prevents learning and innovation. The key is finding you’re the path of least resistance. In our study of the most effective sales managers and sales staff, we found that the best way for someone to do something is by doing it their best way. Defining…

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The End of the Information Age

Are we at the end of the information age? My cell phone came with a novel sized instruction book that gives me so much detail on setting up my voice mail that after reading it for 2 hours, I’ve lost the will to live. How much do I really need to know? Have you ever…

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Motivation for the Severely Unmotivated

Everybody is motivated to do something. Some people are motivated to just lie on the couch and eat ice cream. Let’s face it: We have all heard that if we just try hard enough, we can do anything. The problem is we don’t all have the willingness to put forth the extra effort. In fact,…

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Listening Like a Leader

How to develop trust in under 5 minutes Our studies of the most effective people in corporate America show that the top 1 percent are effective not because they executed best practices well. They did not make the most phone calls or have the best processes. They simply understood the truth about trust: People do…

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Being the Best vs. Being Consistently Chosen

Do you have the best service, product, or skills in your area, yet for some reason you still are not getting the results you know you deserve? Hey! I thought if you were the best, you were supposed to eventually win. Let’s address the reality of why your products, services, or leadership styles–or those of…

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