Are There Acres of Diamonds in your Backyard?

In the early 1900s, Reverend Russell Conwell earned $5 million dollars by giving the same speech, which he titled “Acres of Diamonds,” more than 6,000 times to audiences across the country. His speech told the story of a farmer who sold his farm so he could travel...

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The loss is more powerful than the win

Research has shown, in a hundred different ways, that people will do more to avoid the loss of something than to score a win. Is that true of your sales company? What is the cost to you if you do not get that latest weekly budget? Does it hold more emotion with you...

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Preparing for the Journey

Part of the reason people panic is that selling seems like a mysterious process. We can solve that mystery. Selling is like any other journey: the territory you are covering may be new to you, but it has been travelled before, and there are certain steps you can take...

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The Hare Krishna Principle of Selling

Do you ever feel compelled to donate money to a charity because they have sent you a letter, accompanied by those return address envelopes, already printed with your name and address? Or, have you been offered a gift, as a thank you, or for helping someone out? Have...

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What about the People side of the Business?

In my blog last week, I talked about building a team of salespeople that have - Independence. In a sentence, you want a sales person that is independent of you, as opposed to dependent on you. In this week’s blog we talk about the – People side of the Business. You...

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It’s all about the People, People.

In my blog last week, I talked about the second behaviour that I think is the most important when you are looking to hire good salespeople –Achievement Potential. This measures the salespersons’ ability to be motivated by challenge, as opposed to being safe and...

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Do You Have An Order Taker in Your Business?

In my blog last week, I talked about the first behaviour that I think is the most important when you look to hire good salespeople – Self Management. In this article I am going to discuss the next characteristic that makes up a good salesperson - Achievement...

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