Finding Profitable New Markets For Your Services – by Steve Lahey

Stephen H. Lahey

In my first guest post on this site, I shared some thoughts with you on how to better understand your market and acquire more ideal clients (here’s a link to that article). Of course, some people don’t want to find more clients within their current market. They want to find new markets for their services. […]

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The Agony of High-Maintenance People

Robert Terson

One of the great epiphanies of my life hit me when I read Codependent No More by Melody Beattie (it was 1991, I was 47 at the time) and discovered that there were people out there who required such high-maintenance attention that they could drain you dry in a very short period of time. It […]

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Grandfather’s Experience – Author Unknown

Robert Terson

A grandfather talking to his grandson about a tragedy he witnessed: “I feel as if I have two wolves fighting in my heart. One is the vengeful, angry, violent one. The other wolf is the loving, compassionate one.” “Grandfather, which wolf will win the fight in your heart?” asked his Grandson. Grandfather answered, “The one I feed.” […]

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8 Tips on How to Make A Perfect Follow Up Call – by Jim Domanski

Jim Domanski

In many ways, a follow up call to a prospect is more challenging than a cold call. Typically, it’s the follow up call that really gets the sales cycling rolling. It’s here where value truly begins to manifest itself. It’s here where substantive information is gathered; and it’s here where the relationship begins to establish […]

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You Never Should Automatically Give a Price

Robert Terson

I was recently working with a young (43 is young to me, folks) salesman, Dan, who also supports 14 other salespeople, although he said he doesn’t officially manage them. The purpose of the call was to help him outline on paper what he referred to as his “sales playbook,” something he’d been asked to do […]

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I’m Fat! Would You Please Workout & Diet for Me? – by Toni Jacaruso

Toni Jacaruso

I’m fat. Gargantuan. Obese. The doctor warned me to diet and exercise or my heart would explode, my skeletal infrastructure would collapse, and I’d miss the next season of Dancing with the Stars. I could do without a heart and who needs good posture anyway? But miss DWTS? #forgetaboutit! So I purchased a gym membership, […]

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Tell a Great Story: SHOW Your Product or Service in Action

Robert Terson

When I reviewed my good friend Mike Weinberg’s fantastic book-New Sales. Simplified—I said the following: “Chapter 8: Sharpening Your Sales Story. For years I’ve been preaching the importance of storytelling to salespeople—what Mike Weinberg calls the Sales Story”; I said that because Mike’s take on storytelling resonated with me. I wholeheartedly believe in telling stories, […]

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The power of determination (true story) – by Burt Dubin, Developer of Speaking Success System

Robert Terson

A true story about athlete Glenn Cunningham who was horribly burned in a schoolhouse fire at the age of 8. Doctors predicted he would never walk again. Determined to walk, Glenn would throw himself off his wheelchair and pull his body across the yard and along a fence. Twenty-two months later, he took his first […]

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Explore Your Unique Story Proposition – by Steve Birkett

Steve Birkett

U.S.P. – Unique Selling Proposition – is a well known concept for anyone in sales or marketing. It refers to the individual benefit that a product or service brings to the table that its competitors cannot, thus providing a compelling reason to buy. The problem here is that it can be incredibly difficult to derive […]

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The Prize Just Doesn’t Mean THAT Much to You!

Robert Terson

You want to lose ten pounds; in fact, you’ve wanted to lose the ten pounds for a couple of years now, but you just can’t seem to accomplish this simple goal. And make no mistake about it, my friends, it is a simple goal; there isn’t anything all that complicated about dropping ten pounds: you […]

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