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The One Emotion That Can Drive Prospects To Make Decisions

There are many emotions that we experience when we are in front of a prospect. We may be nervous about the reaction we might get when we meet up. We might be concerned that we may miss a key component when we discuss the needs of the prospect. And we may feel buzzed and excited about the possibilities of doing…

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A Big Selling Mistake – Never Judge A Book By It’s Cover

Be honest; have you ever walked into a sales interaction or had a prospect come in the door and immediately say to yourself, “OMG! This is a losing situation?” No matter how hard we try, often it is difficult NOT to make predetermined, and usually unfounded judgments about people based on first appearances. It is also likely that you have…

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Making A Great First Impression In Sales

Cliché warning alert!: “First impressions last.” “You never get a second chance to make a first impression” OK, I know. You can groan now! But let’s think for a second. What if these old clichés are actually true? What if the impression you provide could make or break the relationship with the prospect? It’s said that people make judgments on…

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