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John Graham

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How to get prospects to find you

“I am looking to further my prospecting techniques,” the salesperson wrote in his email. “It seems I need to increase my ratios by the...

Keep prospects talking

When asked why salespeople don’t close more sales, a company president answered instantly, “They don’t ask enough questions.” He went on to add, “They’re...

Build the right reputation

It always comes as a shock to find out that others see us quite differently than we see ourselves. More often than not, it...

Changes for closing more sales

For most of us, what we learn first sticks with us for a long time, often throughout our lives. Nursery rhymes, along with what...

How to avoid making stupid mistakes

Both individuals and businesses suffer from the harm caused by stupid mistakes. Here’s how to avoid making stupid (and possibly harmful) mistakes: 1. Stop looking in...

Marketing and sales: 5 ways to make 2018 your best year...

• Try something new. In their “Habits Across the Lifespan” study, Duke University researchers found nearly half of human behaviors are habit-based, regardless of age....

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...

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