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Not speaking your language?

The Wall of Defensiveness: 7 Ways to Tear It Down

Have you ever gotten frustrated when you realize that your prospects keep stereotyping you as a "salesperson"? And because of that, they don't give you... Read More

Eighty Percent of Success is Showing Up

The above quote, "Eighty percent of success is showing up." is from Woody Allen. It was particularly appropriate this past weekend. I went to take... Read More

My Competitor Has a Better Product

The topic of this issue's article is a response to a question submitted by one of my newsletter readers. QUESTION - "At the moment, my... Read More

Top 10 Ways to Maximize Your Approachability

After reading and researching thousands of books, articles and other resources on communication, first impressions, networking and conversation, I've learned one thing: none of them... Read More

Breaking Through The Comfort Zone Barrier

After completing a workshop on personal productivity or time management, we usually find participants react to the instruction on goal-setting in one of three ways:1.... Read More

7 Strategies for Writing Fundraising Letters

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

Business is Great; I?m Just Not Selling Anything!

Awhile back you had a great idea. An idea that you thought could make you a decent income, with very little effort. Then, you had... Read More


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Unique Selling Propositions

If you have competitors, then you should have at least one Unique Selling Proposition (USP). The more REAL ones you have, the better - for... Read More

Chicken Little And The Disintermediation Myth

If Chicken Little were alive today he wouldn't be running around forewarning us of the sky that was about to fall. He'd be too preoccupied... Read More

Selling Skills - How to Handle the Dreaded Question Whats The Price?

I've written previously about how to attract customers and how to manage the sales process. But one thorny issue keeps popping up for my clients?... Read More

What Not To Do With Your Leads

Anyone that works in sales knows just how important it is to have lead sources to keep your pipeline filled. But it is not only... Read More

Prepare to Sell!

Sales is a critical part of any business, including non-profits. Sales is not complicated or difficult, but requires preparation, consistent action and a plan. Before... Read More

To Sell Successfully, You Have to Be Willing to Be Different

We are complex. We confidently assert that we are independent thinkers but then we can feel uncomfortable -- even embarrassed ? if we break out... Read More

Turn Your Wisdom Into a Workshop

The Technical Revolution has done a lot for us -- we merely have to pick up a phone or send an email to conduct business.... Read More