Things Change, Keep Up Your Faith – by Alex Miller

Robert Terson

For most people, graduation is an exciting day – the culmination of years of hard work. My graduation day… was not. I remember that weekend two years ago. Family and friends had flown in from across the country to watch our class walk across that stage. But like everyone else in my graduating class, I […]

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Sales are 20X Stickier with a Story – by Michael Harris

If I told you that a fact, wrapped in an emotional story, is 20-times more memorable[i], would you believe it? I didn’t at first. So we continued to throw facts against the customer’s wall, and they continued to stick as if they were coated with Teflon. I wanted to believe that our value propositions could […]

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A Powerful Lesson in Third-Party Affirmation

Robert Terson

Today’s post is a brief lesson in utilizing third-party affirmation, an invaluable tool in objection rebutting. Let’s create an objection and demonstrate why third-party affirmation is so much stronger than using the declarative method. The objection: “The only ad space I can afford is your basic size, which I think is too small to be […]

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Sales Lesson #1: Don’t “Get” Your Customers to Do Anything! – by Andy Rudin

Every so often, an article with a title like How to Get Any Customer to Take Action Immediately, burbles into my newsfeed. There are infinite variants. No matter what you want your customers and prospects to do, you can count on finding a putative method for making it happen. But for all the how-to’s devoted […]

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To Be Successful You Must Have the Capacity for Growth

Robert Terson

I once had a discussion with a friend of mine, a young man who’s my younger son’s age—44. He lamented that his father—whom he’s in business with, a very successful man and a great salesman—is old-school about almost everything and refuses to change his business methodology, especially about marketing. The man gives lip service to […]

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Student Counting Apples – Author Unknown

Robert Terson

A teacher teaching Maths to seven-year-old Laiq asked him, “If I give you one apple and one apple and one apple, how many apples will you have?” Within a few seconds Laiq replied confidently, “Four!” The dismayed teacher was expecting an effortless correct answer, three. She was disappointed. “Maybe the child did not listen properly.” […]

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From the “You Won’t Believe What it Takes” Series: To Make a Difference – by Geri Seiberling

If I had a nickel for every time I heard a startup entrepreneur say, “I am going to do things differently,” I would not need my day job. Oh no, I am not faulting them. I am always inspired to see someone with a burning desire to do a great job. I am also quite […]

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The Tremendous Power of Belief

Robert Terson

Henry Ford once said, “If you believe you can do a thing, or if you believe you can’t do a thing, you’re right.” It’s one of my favorite quotations. Another well-known quotation regarding belief comes from Napoleon Hill, in his groundbreaking book Think and Grow Rich (published in 1947, it’s apropos today as the day […]

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Walking the Vulnerability Tightrope – by Sean O’Neil

I am sitting here like a total geek reflecting on vulnerability – yes, that terribly anxiety-provoking state of being exposed to emotional injury. Specifically, I’m reflecting on those peculiar sorts who bring vulnerability on themselves by putting themselves “out there” and thereby expose themselves to their own emotional injury. You know who I’m talking about, right? […]

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The Power of Using the Socratic Method

Robert Terson

Robert Half once said, “Asking the right questions takes as much skill as giving the right answers.” The more information a salesperson elicits from a prospect, the better her chances to close the sale. Fortunately every prospect has a story to tell and is dying to tell it; unfortunately most salespeople are in a rush […]

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