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The language choice of “overcoming objections” is ineffective, in part, because of its adversarial connotation. Effective salespeople elicit their client’s concerns, knowing that they are real, substantial, and must be dealt with in order to move a deal forward Read More

"You are getting sleepy...your eyes are getting heavy." Nope, it's not "parlor-game" hypnosis where you are made to bark like a dog. This is the real deal, and as I've found it recently, it is an EXCELLENT way to bring focus, concentration and increased productivity to work.. Read More

There is no substitute for a good needs-analysis and a great diagnosis of your dream client’s problems. But doing so requires that you suspend filtering their experience through your own, that you not ignore their vision, that you understand the constraints and obstacles, and that you ask the hard questions Read More

Those who have become disillusioned with the online job search and have made a lot of efforts trying to find the job think that celebrities have always bee Read More

One of my BizSugar friends, Susan Oakes of Marketing for Business Success, took me to task for my use of Expert in 8 Ways to Become an Expert in Internet Marketing. Our discussion, available here on BizSugar, centered on whether being an expert is necessary in all cases.

Her question really got me thinking Read More

What do Nelson Mandela, David Beckham and Anne Frank have in common? What does it have to do with you? Read this post to find out how a common marketing mistake could be costing you business Read More

Why there is no road map for building your business. Entrepreneurs don't like to be told what to do. Read More

Over the past month, I’ve read two books Referral Engine by John Jantsch and “Free Prize Inside” by Seth Godin that are going to dramatically change the way I look at my business. Read More

The Pew Research Project has put the value of small business reputation management into numbers: 44% of online adults say they have searched online for information about someone whose services or advice they seek in a professional capacity, like a doctor, lawyer or plumber. Read More

You know what they say about work, it would be great if it wasn't for the people. If we could just make everyone see it our way, it would all be wonderful because, let's face it, most of us know we know best...whatever our role. So, we're all correct, all of us, all the time Read More