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Bridging ‘credibility gulf’

“I want to believe you, but I’m not sure I trust you” is the unspoken doubt in customers’ minds about salespeople. The devil in...

How to mess up a company’s sales

Thousands of salespeople work in conditions that are stacked against their success. Even though it’s 2019, the belief persists that “nothing happens until someone...

Crack the prospect code

Why do so many meetings with prospects fizzle out and go nowhere? Is it just the way it is, so we should just accept...

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...

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....
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