What Value are You Bringing to Your Relationships? – by Ken Tasch

Ken Tasch

Have you ever had a conversation with someone, which had so much positive emotion, it gave you Goosebumps? That was the physiological response to forming a special personal bond made out of titanium. How does one go about creating this kind of extraordinary emotional connection with another human being—someone you just met? To start with, […]

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Let Me Tell You Why “You’re” an Also-ran

Robert Terson

Warning: Not for the Faint of Heart. Read at Your Ego’s Peril! But if the Shoe Fits, Wear it. A champion is willing to do whatever it takes for as long as it takes; face it, you’re not. A champion wants the Prize so badly he can taste it; he dreams about it constantly, sees […]

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Be Bold: It Hurts…But Only at First – by Jeff Shore

Jeff Shore

Summary: The ability to be bold is not a genetic luxury doled out to those who are simply destined for greatness. Boldness is available to everyone! Everyone has a boldness muscle—the question is how we each use it. The most important underlying premise behind dealing with sales discomfort is to understand that this is all […]

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Happy Memorial Day 2015!

Robert Terson

In the mid-1960s I served in the United States Navy. Fortunately, I was never in any danger of losing my life: I spent my entire service in the United States, mostly in southern California. A number of my friends weren’t so lucky. A good many went to Vietnam, and some of them came home in […]

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I Wish You Enough! – by Bob Perks

Robert Terson

Recently, I overheard a mother and daughter in their last moments together at the airport as the daughter’s departure had been announced. Standing near the security gate, they hugged and the mother said: “I love you and I wish you enough.” The daughter replied, “Mom, our life together has been more than enough. Your love […]

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Why Our Kids Should Take Risks – by Bruce Sallan

Bruce Sallan

Yes, we should encourage our kids to take risks. Of course I don’t mean foolish or dangerous risks, but those that will help them succeed in life. In our contemporary world, it’s the risk-takers who will succeed. Too many kids feel entitled, have been pampered or helicoptered, and the idea of taking a risk is […]

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Establishing Relationships is Your Number One Priority!

Robert Terson

Most salespeople are motivated by their instinctive desire to achieve immediate tangible results—i.e. they want a sale and they want it now (especially the one-call-close salesperson, who knows that in his case a callback is the kiss of death); unfortunately in too many cases this “cut to the chase” mentality precludes them from taking the […]

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Get Rid of These Gotcha Sales Questions – by Jill Konrath

Jill Konrath

The first time I heard these questions, my stomach wretched inside me. They felt wrong. Dead wrong. And, I could never imagine myself asking them. Yet, they were – and still are – being taught as an effective sales technique. Some of you may even have them ingrained in your sales DNA. But seriously. They’ve got […]

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A Foolproof Technique for Establishing Eye Contact

Robert Terson

This is going to be the shortest blog I’ve written so far. Today I simply want to teach you a foolproof method of establishing eye contact with a prospect who refuses to give it to you. Lack of eye contact is a huge control issue during a sales presentation. The prospect’s eyes are the windows […]

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The Tattooed Homeless Man – by Susan Fahncke, Utah, USA

Robert Terson

He was scary. He sat on the grass with…his cardboard sign, his dog (actually his dog was adorable) and tattoos running up and down both arms and even on his neck. His sign proclaimed him to be “stuck and hungry” and to please help. I’m a sucker for anyone needing help. My husband both loves […]

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