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If you are a chieftain, what does your tribe look like? Maybe it's really about being part bard as well. You tell the story of the Big Idea and inspire others to make it part of their lifestyle. What if you are a celebrity? Perhaps this is about personality (not necessarily your personality, remember your business is its own entity) and less about.. Read More

Requests are more of an art than a science. It’s one of the most important skills to selling – to be able to ask for something and get buy-in from someone else.

The more often you think about what’s important to others, the easier it will be to get what you want – regardless if it’s new business, a date, or just some time to yourself to lounge on the coach. Always ask for what you want by positioning your request as an opportunity for another Read More

The world and your market are changing in many ways. Forecasting population trends is easy and it can help ou guide your business. Read More

Sales people often see objections as red flags, and they just can’t help but react. There are entire programs on dealing with objections, handling objections, deflecting objections, embracing objections, the list goes on…

Most of these programs attempt to help sales people “deal” with objections by teaching them what to say, what to do, or how to avoid them. I recommend a different approach… Take objections to the EDGE Read More

Jenny Craig fans who download the free iphone app — optimized for both the iPhone and iTouch - gain access to a nutritional breakdown of popular items at their favorite restaurants, dozens of Jenny Craig... Read More

Persistence and determination are essential attributes for success in any endeavor, especially sales. But too often salespeople believe that persistence and determination are the result of quarterly calls. Being persistent requires the grit and determination to make the calls, and to make them with a frequency that is meaningful enough to be effective. Read More

Ecommerce solutions will help you get your feet up off the ground and fly high and succeed in the world of Internet commerce Read More

The IIA Annual Conference 2010 will be held on Thursday 20 May in the Crowne Plaza Dublin Northwood followed by the Net Visionary Awards 2010 that same evening. Vision 2020 The theme of the 2010 Conference is Vision 2020. This year's IIA Conference will have a dual focus: what's good in 2010 and what's possible for 2020 Read More

Sometimes in business you help people out for free. Your five minutes may save them hours of grunt work. There’s no point raising an invoice, but can you be rewarded for contra deals in other ways? Read More