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John Graham

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Proven ways to lose your next sale (and how to avoid...

Behind their assertions of self-confidence and annoying arrogance is an undeniable fact: It takes guts to get the endless unknowns and oddities of customers....

Sales pitches that don’t sell

Sales pitches are shortcuts that save time and don’t require thinking. They’re the stock-in-trade of salespeople, rolling off the tongue easily and unconsciously. They...

Someone is out to get you. Count on it.

Most of us work at finding ways to do a better job, advance in a career and become more successful. That’s commendable, but we...

Make your customers feel valued

The famed author Thomas Merton said we value people not for whom they are but for their usefulness. This is the same mistake companies...

How to present your way to the top

It’s easy to understand why so many otherwise capable people are distressed, anxiety-ridden and almost paralyzed if they’re called upon to make a presentation....

Why prospecting fails and what to do about it

Prospecting is arguably the No. 1 hot topic in sales. In spite of all the seminars, podcasts, training programs, books and pressure from managers,...

How to be company MVE

If a company wants its brand to stand out from the competition, differentiating it from its competitors is the place to start. Subaru has...

How to ruin a business

No matter their strengths, businesses are always at risk. Some dangers are so blatant they dare being ignored. But others, less obvious, cause untold,...

Getting to top in sales

So many salespeople with great potential either drop out or have limited success. Most have good skills, possess the right attitude and want to...

Think before you work

If you want your associates to roll their eyes, look at you as if you've lost your marbles or walk away shaking their heads,...

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