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Have you ever started talking to someone and then a “look” comes over them? They pull back a little, maybe cross their arms or turn their body away from you. ...

Why does the sales profession get a bad rap? What’s the number one reason many people don’t want to be approached by a seller? Is it that we think they’re ...

Today’s internet age has turned us all into self-diagnosing doctors with medical degrees from Google. We can search out our symptoms and attempt to self-medicate, self-prescribe…perhaps even self-destruct. By the ...

My company’s clients are usually classified as “small businesses”—although I personally despise that term. It is these very same “small businesses” that actually power the U.S. economy! In fact the ...

When you’re vocal and visible, and you’re putting your business right out there on the internet and social media, you invite quite a lot of attention from people selling things. ...

Or, it’s not what you sell, but how you sell. When you call someone and don’t receive a return call, what thoughts go through your head? When you send an ...

When communicating with business owners – in blogs, posts, and discussions – I make every attempt to remove the esoteric jargon. Most of it is rather nonsensical vocabulary that was ...

(One of my personal #SalesFails) I cannot count the times I’ve watched a salesperson spend hours laboring over a presentation–packing in the details, pictures, statistics, graphics…and hope. Yes, a great ...