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Pre-empting an objection means that you bring an objection that you expect to hear early in the sales call and then deal with the objection so it cannot be brought up again. Make sure to answer any common questions and concerns before the client can ask. By pre-empting objections before the client can raise them, you decrease resistance. Read More

Know your audience. Tailor your presentation to your prospective customers. To do that, consider what they are likely to need from you. Use terminology they'll understand and make sure you are familiar with their business jargon. That will help you to establish common ground with them. Read More

Maintaining a healthy sales pipeline is the key to consistent and predictable sales performance. Everybody feels better when there are enough qualified opportunities "in the works" to forecast strong sales in the future. The best way to ensure an increase in future revenue is to focus on building your sales pipeline today. Read More

The CEO of Mahalo has gotten more press than any entrepreneur could dream of and has never had a public relations firm working for him. Calacanis's philosophy of PR is summed up in six words: be amazing, be everywhere, be real. You don't need a PR firm, you don't need an in-house PR person and you don't need to spend ANY money to get ama Read More

Nearly 90 percent of discrimination charges are discharge-related. The reasons are obvious: Terminations cause hard feelings, create economic need, and destroy feelings of loyalty, says today's expert. What can HR do? Read More

As small business owners, we must always prioritize our goals and tasks. Here are 10 search engine marketing tasks you can complete in about 10 minutes or less that can deliver results worth many times that level of effort. Read More

Smaller businesses can optimize processes by focusing on what's core to their success. Online outsourcing and collaboration services enable smaller businesses to do just that. Read More

In recent days, the debate between Democrat Barack Obama and Republican John McCain has increasingly focused on the economy. When it comes to such discussions, tax policy is where the rubber meets the road. And it is one of the key areas where the candidates are offering dramatically different approaches. Read More

Seth makes the point that a click on an ad doesn't cost a reader anything, but gives the writer a small reward for producing good content. Read More

Many businesses these days are venturing into the Wild West of social media, trying their hand at things like blogging and Twitter and creating profiles on social-networking sites. But along the way they're making lots of mistakes. Read More