prospecting

Connect yourself to more rewarding opportunities

Pay-off: Immediately actionable advice to connect yourself to more rewarding opportunities Investment: 4 minutes Sign up to weekly posts here Everything is connected Or at least it has the potential to be. (You could discover how things are connected, or find a way to connect things, or people.) If you’re not building connections between things, ideas, …

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Increase sales by increasing your confidence

Pay-off: Grow your confidence to grow your sales Investment: 4 minutes Sign up to weekly posts here Some say that confidence sells. Some say that trust sells. The Oxford dictionary suggests they’re both right, as it tells us that ‘confidence’ is about expressing an intensive force of ‘trust’: Late 16th century: from French confident(e), from …

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How to eliminate pushback in conversations

Pay-off: help people make changes via smarter conversations Investment: 3 minutes Sign up to weekly posts here Why do people push back in some conversations? Could it be because: They’re trying to protect themselves (and protect what they currently believe)? You gave them something to push back on? If so, how could you eliminate pushback …

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The (hidden) way to win people over

Pay-off: the (until now, hidden) way to win people over Investment: 5 minutes Sign up to weekly posts here This post won’t be for everyone. But I do share a big secret about myself in it, and considering the market I tend to work with, I think it will help a few people, who in …

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The smart way to increase your probability of getting “yeses”

Pay-off: Learn a question that will get you more opportunities Investment: < 1 min Sign up to weekly posts here Would you like to buy this new fashionable jacket from me right now? Probably not. Is there a time of year you may be ready to look at buying such a jacket? Possibly. Would someone …

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The art of introducing yourself

Pay-off: Never again struggle to introduce yourself Investment: <4 minutes You’re about to meet someone for the first time, step into the unknown, and hopefully strike up an enjoyable conversation. It could be your next valuable business, career, or sales relationship that might just be the turning point you’ve been waiting for. But first, you’re …

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13 ways prospects frustrate you and 13 ways to get a grip

Pay-off: how to get a grip and remain productive when people frustrate you in sales Investment: 1.5 minutes In sales or BD, you’re going to discover a sometimes surprising uglier side to people: Some prospects won’t treat you well. Some will lie to you and lead you along. Some will ignore you and disappear instead …

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