Secrets of Selling Professional Services: Pencil Selling – by Ian Brodie

Ian Brodie

One of the most powerful techniques I’ve come across for building relationships with clients while you’re selling to them is the concept of pencil selling. It’s also one that I’ve almost never seen anything written about. When most professionals meet with a potential client to discuss how they might be able to help they typically come […]

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I Really Don’t Want You to Follow Me For the Wrong Reasons

Robert Terson

Please don’t follow me for any of the following wrong reasons: Your main objective is to build up your Twitter, LinkedIn, Google+, Facebook numbers; if quantity of numbers is more important to you than establishing relationships and the quality of those relationships. You’re out to sell me something, offer me the “opportunity of a lifetime” […]

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5 FUNDAMENTALS EVERY SALES LEADER SHOULD MASTER – by Jamie Shanks

Jamie Shanks

Do you know what your sales team should be doing on a daily basis to be successful? As our buyers become more in-depth with social media for business, you need to ensure your sales professionals engaging in one of the following five tasks for every single deal, every single day. Whether you’re looking to build […]

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Make Lemonade When Life Gives You Lemons

Robert Terson

I met a man my age not too long ago who, about four years ago, got married for the second time in his life; his first wife, whom he’d been married to 39 years, passed away seven years ago. It wasn’t difficult to tell that he was quite passionate about his new bride, that he […]

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A Glass of Milk, Paid in Full – Author Unknown

Robert Terson

One day, a poor boy who was selling goods from door to door to pay his way through school, found he had only one thin dime left, and he was hungry. He decided he would ask for a meal at the next house. However, he lost his nerve when a lovely young woman opened the […]

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