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"We initially targeted pager networks, which have been suffering for the last decade due to cell phone sales."
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"Since we know people like to do business with people who are most like themselves, consider this: Excellent sales people understand that "matching and mirroring" another person's body language is a powerful technique and subliminal way to develop trust, build rapport, and make their clients more comfortable and engaging. Subtly mirroring the postures, gestures, and body language of your client inspires a kinship of commonality."
Author Name
Personal Development
"You may have an overall target to achieve with each prospect, but if you are going to have an ideal outcome for each call, should you not also have a tolerable outcome to fall back on? Something you are willing to put up with if things don't go completely to plan, but something that still moves things forward ever so slightly?"
Author Name
Personal Development
"Sell the results, not the nuts and bolts."
Author Name
Personal Development
"But either way you cannot deny the sales and what we did."
Author Name
Personal Development
"I will ask questions that are so wide and open they will feel the need to speak for a week. Then from the information that they give to me, I will mould solutions designed specifically for them."
Author Name
Personal Development
"You truly help people with the things that you sell. Once you are aware of that vital piece of information every demonstration, every presentation, every transaction will be delivered with a light shining from your heart. From your heart will shine a beacon that tells all prospects you can truly help and that that is your sole purpose for being there."
Author Name
Personal Development
"You will never change a prospective customer's mind, my boy. There is a chance that he might make a new decision if enough reliable evidence comes his way, but to do that he has to want to listen - to hear it - and that requires trust and respect."
Author Name
Personal Development
"Earning the Right is a commitment to be the sales professional that your customer really needs."
Author Name
Personal Development
"Why do so many salespeople talk to customers about the product and not the result?"
Author Name
Personal Development
"The record companies are interested in the kind of sales they can get from the rock groups."
Author Name
Personal Development
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"Pager companies are very much looking to provide new services to help them regain some of their customer base."
Customer
"We target people who understand that relationships are the lifeline of a small company."
People
"We created the ability for people to insert enterprise or personal data."
People
"There are already a lot of devices in our lives that have rich text or the ability to handle graphics. Our devices are designed to be understood in less than a quarter of a second."
Ability
"As a small company our fastest way to market was going to be by working with other retailers that were known for pioneering new technologies and categories."
Company
"Our system allows you to respond to the information that is important to you. It allows you to sense and be attuned to more streams of information in parallel."
Information
"Most of us feel overburdened by information, although I would say the overloaded feeling comes more from coordinating all of the information and responding to it."
Feelings
"It is hard to check five email inboxes, three voice mail systems, or five blogs that you are tracking."
"The orbs create feedback loops that can influence either personal of employee behavior."
Behavior
"I think one of the most important attributes is perseverance."
Perseverance
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