Monthly Archive for: ‘January, 2014’

The Power of Call Lists

Human nature is complex and at times counterproductive.  Take our general resistance to change; our innate fear of stepping out of our comfort zone, even when common sense dictates there are easier ways to do things.  We embrace our habits like they are a lifeline.  All too often we will go down with the ship, rather than jump in and …

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Hope is not a Sales Strategy

The Traditional Sales “Strategy”: There’s a vicious cycle that plagues a lot of sales efforts today. It looks kind of like this: Caffeinate – Slug back 20 oz coffee and give yourself a pep-talk. Today is the day. Wing it – Work like a person on fire and hope “the flow” will just happen. Rejection – The flow didn’t happen. …

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Could your pre-call checklist be more thorough?

The Great Pyramid of Giza built in 2584 BC; the beautiful Sistine Chapel constructed in 1473, and our own White House, whose cornerstone was laid in 1792, would have undoubtedly never stood against time, without a building plan.  Greatness requires a plan, but how many sales people shortcut the planning stage in their day? Exactly what is a plan? It …

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Incite: to stir up or provoke to action