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In the work place, the amount of good things that happen to a person during the day far out number the amount of bad things... Read More If you asked me to point to the heart and soul of a startup company, I would not say it's the people, the culture, or... Read More I know, don't groan. You have to do them if you want to get properties and make money. Believe me, I used to hate cold... Read More The March, 2004, issue of Psychology Today reports on an experiment involving identical business negotiations between test subjects. The only difference was that half started... Read More Selling "-abilities": Reliability (Part 1 of 4) Most salespeople love to talk about their "-abilities": Reliability, Upgradeability, Compatibility and Expandability. Salespeople feel stronger and... Read More Recently, I wrote about about creating specific, compelling goals that pull you towards what you want in your business, career and life. It is... Read More Cold calling can be a great way to generate quality leads. You get to speak to the gatekeepers and stakeholders, and you get a great... Read MorePicture Yourself a Winner
Everything Follows the Pitch
The Art Of Cold Calling
Dont Call Me
Selling Abilities - Part 1
Planning to Realize Your Goals
12 Handy Tips for Generating Leads through Cold-Calling
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THE 7 KEYS TO GETTING MORE CLIENTS THAN YOU CAN HANDLE EVEN IF YOU HATE MARKETING AND SELLINGClients often ask me how I built a... Read More
Former General Electric CEO and legendary manager, Jack Welch, nailed the problem recently when he said there's just too much beating around the bush and... Read More
I was sitting at my desk last week when my phone rang. I picked it up and said, "This is Ari with Unlock The Game."... Read More
HANDLING OBJECTIONSSales presentation is not always going to be plain sailing. You must expect objections. The important thing is to know this and be prepared... Read More
A key method of our survival in the business and retail world is referrals. Referrals are always nice, because they come from someone on the... Read More
What do the words that you use say about you? What is your basic message? Do your words support that basic message? As a business... Read More
Do you have 5, 10, or 20 years of sales experience? Or do you have 1 year of sales experience 5, 10, or 20 times?... Read More
Terminology / AcronymsABC figures: This is the independently audited sales figure for all recognised publications in the UK. By using the ABC figure, you can... Read More
I'll play a seller, using conventional selling methods, selling something difficult to understand; you be the prospective buyer. As we go through the process together,... Read More
Writing fundraising letters can be an effective way to request donations to a charitable cause. Letters are used for a variety of purposes and can... Read More
Benefits are what motivate people to purchase from you, right? Not exactly. Just last week I was reviewing a rundown of product benefits with a... Read More
Robert Louis Stevenson said 'Everything in Life is Selling' and it is. Whether as a child you cry until you get what you want; whether... Read More
Everyone wants the best possible value in every transaction, but each of us defines "value" in different ways. Some customers want the lowest price, while... Read More
To be effective your sales letter must be opened, read, believed and acted upon. In order to do this it must attract attention, warm the... Read More