Are You Taking the Time to Set the Stage?

Robert Terson

A salesperson is to a sales presentation what a director is to a movie or stage production. Here’s the ideal stage setting for a sales presentation: you and the prospect(s) isolated in an inner sanctum—office; conference room; in a residence, the dining room. You want comfort, control, and privacy; and each time you present, it’s […]

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Salt, Glass of Water and the Lake – Author Unknown

Robert Terson

Once an unhappy young man came to an old master and told he had a very sad life and asked for a solution. The old Master instructed the unhappy young man to put a handful of salt in a glass of water and then to drink it. “How does it taste?” – the Master asked. […]

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Show Me the Money – by Ben Martin

It is hard work as of late, convincing individuals that blogging/creating content needs to be part of their digital personal brand strategy. Especially those that have amassed valuable knowledge over the years and even those with great ideas and opinions. Some tend to believe that all they need to have is a static presence, say […]

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So, Are You Providing More Value Than You Receive in Payment?

Robert Terson

One of my favorite individuals is Bob Burg, who is the author of a number of terrific books, including Endless Referrals, and co-author of The Go-Giver. Bob is someone you should be following—www.burg.com. I often purchase Bob’s books for friends of mine. Not too long ago I picked up a copy of Endless Referrals for […]

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Managing Good Salesperson Behavior – by John Smibert

A John Smibert discussion with Tony Hughes. We need our salespeople to engage with our customers in a constructive and positive manner with their underlying intent being to help that customer achieve their desired outcomes. And yet too often, we as sales managers, unwittingly encourage the opposite behaviour through our dialog with our sales team and […]

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