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Everyone Sells
Everyone sells. Everyone leads. Everyone connects. These are inevitable truths, but we try to dodge them. People deny that they need to know how to sell, that they lead others whether they like it or...
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See a Need, Meet a Need
I heard about a family once who had only one house rule. The rule was “see a need, meet a need.” No one in the family had any assigned chores, there weren’t any “you better or else” conversations, and...
View ArticleNo! I Don’t Have “Just a Moment!”
It happened no fewer than four times this week. We recently registered for two additional URLs, and that information is apparently available to website developers and designers. E-mails, voice mails...
View ArticleCONNECT! Storytelling in Selling
From the beginning of time, humans have bonded with each other by sharing stories. Why should it be any different in selling? When sellers listen to buyer’s stories and share a piece of themselves,...
View ArticleWhat’s the Real Cost?
Your days are packed. You are doing everything you can to stay on top of everything that’s asked of you.You have quota to make, leads to pursue, account issues to attend to, orders to place, reports to...
View ArticleGo Big or Go Home
Last month I wrote about how “No, you cannot have just a moment of my time.” The desperation a seller conveys when he or she opens with this phrase instantly devalues whatever is pitched to me in that...
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Metaphorically Speaking
When you paint pictures with your words, your pitches are more interesting and more compelling. Your buyers can relate to you, your product and your solution when you use metaphors. Join special guest...
View ArticleCONNECT! Why Your Prospecting Isn’t Connecting with Your Prospects
In today’s competitive marketplace, sellers often struggle to connect with their prosepcts. Buyers are bombarded with so many marketing messages in a single day that it can be challenging for sellers...
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Simplifying Complex Sales: An Interview with Brian Burns
Simplifying Complex Sales with Brian Burns: Deb Calvert talks with Brian Burns in simplifying complex sales in manageable steps. Finally! A step-by-step approach to break the complex sale into...
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Fearless Selling: How to Conquer Your Fears by Doing This…
Fearless Selling is a book by Kelley Robertson. It’s also a mindset that can help any seller achieve more. Check out this gem from the archives of CONNECT! Online Radio for Selling Professionals® — Deb...
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