My business requires me to not only teach and coach sales, but I have to make sales if I want to keep my business alive. I was reminded last week of one of the cardinal rules of closing (and the #2 reason why a sale doesn’t close)…You cannot close a “Non-decision maker”. I know this. I teach this. Yet it still happens to me from time to time. It happens innocently enough. There’s an introduction

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It used to be that big market leaders competed only with other big market leaders. It was incumbents versus incumbents. In mass marketing’s hey-day, two or at most three brands dominated virtually every product category –information was forced through the pipeline of just three television networks. There was little choice and little change. But those days are over. And the information revolution has opened up a new age of increased choice and constant change. Today’s

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When General Motors drove into financial trouble people had several choice words for the company including dumb. After much to do, GM has climbed out of bankruptcy; posted an annual profit, and paid back a significant amount of money it owes the government.  The company is hiring again and facilitated a successful initial public offering.  Another sign of General Motors resurgence is that it will advertise during this week’s Super Bowl telecast for the first

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The other day, I was reminded of why it is pertinent for staff to display a professional image, especially when they are representing the company at several functions. As I walked around the room at a luncheon, having many conversations with business associates, I observed many individuals in leadership roles that were poorly representing their companies by wearing non professional attire. T-shirts, stained blouses, scuffed shoes, mini skirts, wrinkled pants, etc… were some of the items that I saw. My only

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Never Ass-U-Me

Posted by Dion Harding
Category : Blog

After nineteen years of sales and sales training, I have found the most common mistake made in sales and in life is that people make assumptions about another persons thoughts and wants.  People often go into sales because they perceive themselves to be great communicators.  All too often that perception comes from the ability to speak, which is a definite plus.  An effective communicator is good at speaking but is even better at listening.  The

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  What is a motorcycle?  Or better yet, what is a Harley Davidson Motorcycle?  I have experienced the emotional power of the HD brand through my father in law and family. My father in law at the age of 60 was diagnosed with prostate cancer, an extremely scary time for any of us to be forced to begin the process of thinking about our own mortality.  When it came time for his surgery, the family

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I’ve recently been reminded, several times, just how important hand written thank you notes can be in the business world. As a rule when I work with sales professionals as a coach, business leaders as a consultant or when I meet someone new and start to build a relationship I send them a short hand written thank you card. Nothing extravagant. A brief  note thanking them for something specific (usually their time). I’ve made it

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Selling anything is tough, but selling in this economy is especially brutal when you consider that to be successful your skill-set must include a bit of Zig Ziglar, Tony Robbins, Dr. Phil, Luke Skywalker and Conan the Barbarian in order to move things forward. Keep in mind; you still have to stay abreast of your product/service line, your industry while also managing your emotions and those of your internal team. Making sales calls is often

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If you spend a day with a highly accomplished sales person then you are probably going to hear that one of their primary drivers for success is cultivating relationships and closing deals.  It is a rather obvious point but there is certainly more to this story. You will hear them refer to their customers by such names as “Champion,” “Race Horse,” “My Boy,” “Big Dog” and a host of other terms of endearment. They will

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Easy– Is it easy to do business with you?  Will the learning curve be short for new clients?  Doing business with you and your company must be painless.  One of your biggest obstacles will be getting people to change so do not discount it.  Tip: If they see a need and it is easy to work with you (saves time and effort), your success rate just increased exponentially. Educating– What do you offer in terms

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