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"In sales, a referral is the key to the door of resistance."
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"Why do so many salespeople talk to customers about the product and not the result?"
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Personal Development
"Selling is a sacred trust between buyer and seller."
Author Name
Personal Development
"We all need salespeople who help people with the same enthusiasm shown by a small child describing the best Christmas present EVER."
Author Name
Personal Development
"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?"
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Personal Development
"Focusing on Earning the Right will have an incredible effect on the success of every single sales call that you will make from this day on."
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Personal Development
"Get up in the morning on a mission to save prospective clients from the shabby, ill-fitting, overpriced and worthless alternatives that those charlatans - who are your competition - are trying to get away with flogging them."
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Personal Development
"Earning the Right is a commitment to be the sales professional that your customer really needs."
Author Name
Personal Development
"It's really simple. Sell high-value stuff to people who value high-value stuff."
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Personal Development
"We initially targeted pager networks, which have been suffering for the last decade due to cell phone sales."
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Personal Development
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"Most of us are consumed with our own thoughts and desires and are not always thinking about what other people may want. This is not necessarily being egocentric; it is just being human."
People
"I like to think of sales as the ability to gracefully persuade, not manipulate, a person or persons into a win-win situation."
Ability
"A dream collage is pictures of your goals. It is like your future photo album."
Dream
"To me, living in the present means being aware of your conscious choice to focus on the past, present or future - it is not necessarily having to focus on the present."
Being
"Not being in tune with your customers is like living in an alternate reality; the way you think your customers feel about your product is not always the same as what your customers really think about your product."
Being
"While we are focusing on fear, worry, or hate, it is not possible for us to be experiencing happiness, enthusiasm or love."
Love
"It is not our mistakes that define who we are; it is how we recover from those mistakes."
Mistake
"Martial arts is not about fighting; it's about building character."
Character
"If you want plenty of experience in dealing with difficult people, then have kids."
Experience
"Frustration, although quite painful at times, is a very positive and essential part of success."
Success
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