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If you are not meeting objections while selling, you are probably talking to the wrong person. Not only should you be expecting objections and be prepared for them, you should welcome them. Here are 7 attitudes that can help you with objections and improve your sales. Read More

Discover how to increase sales and convince prospects to buy from you. A little known secret to making more sales. Read More

Intel recently announced another advance in chip technology that is expected to result in a doubling of computer processing power. Now you may be wondering what computer chip technology has got to do with selling. Well, quite a lot as it turns out. Read More

Even in its best execution, the problem with value propositions is they are rooted in what we sell. We base value propositions on our products and our solutions. It's increasingly difficult to differentiate our products and solutions---more importantly, that's not what's important to the customer. Read More

Fast Company blogger Drew Niesser notes that if you sell B2B, you can sell more by learning not just about your customers, but about your customers’ customers. Read More

It takes a lot of effort to connect with the right buyer, voice mail, e-mail, gatekeepers and more. So once you maundered, and you get through, what do you do? Read More

Referral's are important to sales. We want people who know us to introduce us to others who might be interested in our products or services. Referrals are important and valued endorsements of who we are and what we do. Read More

They spoke of great things they were doing to create great awareness in the market place. They spoke about what they were doing to create demand, to bring in leads. They spoke of the great content they were developing, the programs they were developing to inform and nurture potential customers to t Read More

Terry L. Sjodin has written Small Message, Big Impact: How To Put The Power Of The Elevator Speech Effect To Work For You. Sjodin is founder of Sjodin Communications, a firm that specializes in communications training for business. Read More