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How to Shampoo Your Rug on a Workday

Good morning! I spent my teenage years living in a suburb of Boston. My dad worked as the treasurer for the Episcopal Diocese of Eastern Massachusetts, a job which required him to commute in to the city each day. He was typically out the door by 7:30 AM. Off to school I would go, then

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How do you think? An idea to help you think big!

Good morning! How do you think? That is, when you are pondering an issue or solving a problem, what’s your process? Pad of paper and a pen? iPad and an unnecessarily expensive electronic pencil? Do you choose to talk it out? Maybe you prefer to take a more collaborative route, sharing your ideas via email

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Work Hard Now, Play Later

Good morning! Full disclosure: This sales tip I am about to present? I completely suck at it. My wife and I were discussing this recently and I admitted that once I get working, it’s difficult to stop. It’s a nice problem to have, but I love what I do and I am so excited about

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You say you made a Resolution, well, you know

Good morning and Happy New Year!  I hope you are feeling something different today. The talk has been almost universal: Let’s get 2020 behind us! Better times lay ahead in the new year. In truth, not much has changed other than that last digit. What has changed, is how we choose to look at things.

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Assumptions and Assessment

Good morning! Both this week and next week have a common element…two, actually: Assumptions and Assessment. First, I strongly suggest that you not make any assumptions about business. Your competition is sitting back right now thinking, “No one wants to hear from a salesman this week. Therefore I’m not going to call.” As such, you

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Talk to the Front Line

https://www.youtube.com/watch?v=Yn215_SN0nE Good morning! One of the most important skills a sales rep has is his or her curiosity. Dale Carnegie 101 encourages us to engage in conversation with an emphasis on listening over talking. My guess is, you have opportunities all day long that you might be missing simply because you are consumed in your

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Who do you think you are?

https://www.youtube.com/watch?v=oUOid0ZF-eY Good morning! I am a huge believer in the power of a positive attitude. This belief was underscored recently in the book that a client recommended I read called, Golf Is Not a Game of Perfect by Bob Cullen. I want to share two things the author said, one in the sales tip and

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Follow Up Techniques

Good morning! You’ve made that initial pitch to a prospect. It went well. You feel good. They didn’t buy, but you promised to stay in touch. So, now what? Follow up, sure, but how often, for how long and OMG what does each call sound like? As you have heard me say in these tips

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How to Sell Like a Graphic Artist

https://www.youtube.com/watch?v=ZMA4u964aWA Good morning!Quick story… The very first sales call I ever made was in 1982. I was 21 years old and fresh out of college. I owned one suit, two dress shirts and three ties. Everything except for the shirts was a hand-me-down from my older brother. Starting me in the shallow end of the

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Friday, January 22 12pm EST: The Illusive Customer in COVID Time