Listening is Good but Engaging is Better
As hard as we may try, nobody is ‘up’ 100% of the time. You have those days when you are really, really not feeling it as you walk through the prospect’s door to conduct those sales calls. But even during those times when you can’t be sincere or authentic, at least...Listen with the Third Ear!
What does it mean to listen with the third ear? Somebody shared with me the saga of a salesperson who was canvassing a middle-class neighborhood one day. She was hoping to talk to residents about a new product she was introducing. As she approached one home a young...Hooray for Home Shows!
The following story was submitted as an entry to the annual funniest home improvement story contest conducted by Today’s Homeowner.com by Bob Sill of Concord, New Hampshire. Sounds like Bob should go to his local Home Show and find a contractor to complete his next...Folks, It’s Showtime
According to NFL statistics, 75% of the teams who score first go on to win the football game. Similarly the NHL tells us that hockey teams in the lead at the end of the first period win 72% of the time. In sales, there is a similar correlation between actual annual...
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