Receptivity

The Two Reasons Traditional Objection Handling Isn’t Effective (and how to do it effectively)

You had a productive call/meeting with a potential client when suddenly they show some hesitation. “I’m not really sure about …,” they say. In response, you give some stats from marketing and share a success story, and you both agree to reconnect. But you never do. The reason why: You didn’t overcome their objection. How…

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The Secret of the One Percenters

Have you ever witnessed greatness? I’ve been fortunate enough to be able to personally watch some of the greatest athletes of all time. I’ve experienced the unrivaled performance of Michael Jordan, Nolan Ryan, Dale Earnhardt Sr., Peyton Manning, Tiger Woods, and even Trevor Brazile (every blog needs a rodeo reference). I can testify to some…

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Sales Lessons From the Shark Tank: Daymond John

The popular show, Shark Tank, provides a great platform for hopeful entrepreneurs to present their ideas to a panel of industry titans. The budding entrepreneurs are there to convince the sharks to invest in their product idea. Contestants are presenting to a receptive group of individuals but without insights and skill, it is unlikely that…

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Selling – They All Must Be Crazy Out There

  They ain’t a’gettin’ nowhere And they’re losin’ their share Boy, they must’ve gone crazy out there Son, they all must be crazy out there Jerry Jeff Walker – Night Rider’s Lament The last chorus of Jerry Jeff Walker’s 1975 song Night Rider’s Lament may be the perfect summation of both the world and the…

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Sales Lessons From The Shark Tank: Barbara Corcoran

The popular show, Shark Tank, provides a great platform for hopeful entrepreneurs to present their ideas to a panel of industry titans. The budding entrepreneurs are there to try to convince the sharks to invest in their product idea. Contestants are presenting to a receptive group of individuals, but without insight, preparation, and skill, it…

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