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- How to Build Rapport on the Phone.
- For most sales reps, rapport-building is easier in person than on the telephone. The reason is simple. In human-to-human communications, appearance (facial expressions, body language, semiotics) often communicates as much, or more, than the specific words that are spoken. That's why basic sales training always starts with...
- Blog posts 2007-09-18
Additional Resources
- How to Eliminate "Salesman Voice".
- Here's a quick tip that can really increase your ability to move a sale forward, especially if you're new to selling. Many jobs have a characteristic "voice" -- a way of speaking (tonality, rhythm, vocabulary, tempo) that identifies the speaker as a member of that profession. ...
- Blog posts 2008-01-29
- Would You Have Sex with a Potential Customer?
- Confession time. When I went to my first big business conference as a callow youth, they had an open hospitality bar and, long story short, I ended up in the sack with a decision-maker for a potential customer. I wasn't in Sales at the time and certainly wasn't thinking about...
- Blog posts 2008-02-05
- Physician Suits Against Pharmaceutical And Medical Device Manufacturers: Friend Turned Foe?
- This paper discusses that pharmaceutical and medical device manufacturers are all too familiar with the regulatory risks and with the potential for product liability claims from patients whenever a product is manufactured and sold. The Food and Drug Administration FDA has sweeping powers to regulate manufacturers before and after a...
- White papers 2003-01-01
- Dogs in hospital may not be patients' best friend: study
- OTTAWA AFP — Dogs brought into hospitals to boost patients' spirits and help improve their health may actually be spreading disease, according to a new Canadian study. Researchers at the University of Guelph's Ontario Veterinary College found that 80 percent of so-called "therapy" dogs carry animal diseases capable of...
- Research articles 2006-05-15
- US, friend and foe for global public
- WASHINGTON AFP — The United States tops the list of countries viewed by the global public as both their nation's greatest threat and their greatest ally, according to a major survey released Tuesday. The Pew Research Center said its annual "Global Attitudes" report, a survey of 47 countries, also...
- Research articles 2007-07-24
- Who pays when friendship crosses party lines?(Mayor Paul Helmke, a friend of President Bill Clinton, is running for the Republican nomination for one of Indiana's Senate seats)(Brief Article)
- Fort Wayne, Ind. -- Meet the most unexpected among the potential victims of President Clinton's saga with Monica Lewinsky: He is Paul Helmke, a Republican and this city's popular mayor. No, Helmke is not on anybody's tape machine and has nothing to do...
- Research articles 1998-02-23
- Private environmental litigation - friend or foe?
- Civil and criminal penalties imposed by the Environmental Protection Agency EPA have reached a record high. The potential for environmental liability affects nearly every real estate and financial transaction, whether involving the sale of a multi-million dollar industrial facility or refurbishing a gas service station. Large and small companies alike...
- Research articles 1995-05-22
- "You've got a friend in me": TEI's practice of filing amicus briefs
- Introduction I understand that I am an unusual speaker for this session. Normally, the luncheon speaker is a judge, or IRS official, or someone of a similar lofty position. Last spring, Tax Executives Institute became embroiled in a controversial case involving the potential release of advance pricing agreements under...
- Research articles 2000-01-01
- Intellicast.com's 'Bad Hair Day' Forecast Tells If Weather Will be Your Hair's Friend or Foe
- Business/Technology Editors NOTE TO MEDIA: Photo is available in a Smart News ReleaseTM on Business Wire's Home Page at www.businesswire.com BILLERICA, Mass.--BUSINESS WIRE--Aug. 1, 2000 Summer humidity giving you a frizzy tizzy? Blustery winds making you hunt for the hair spray? For a quick heads-up, the Intellicast.com...
- Research articles 2000-08-01
- Avoid Potential Job Interview Disasters
- Interviews are stressful situations for even the most qualified candidates. This tension can lead to candidates "Freezing up" during the meeting. Alleviate some of the expected stress by practicing mock interview questions. Have a friend conduct simulated interviews. If possible, have him/her conduct the interview in a variety of manners...
- White papers 2008-01-01
- Google Earth: The Manager's New Best Friend
- With dropping costs of GPS systems and the expanding customization possibilities of Google Maps and Google Earth, companies have a powerful, sophisticated and inexpensive way to look at everything from demographics of potential markets to how information flows through their own organizations. Google Maps has been around...
- Blog posts 2009-04-06
- Global Equity data finds a friend in platforms.(ASX World Link )(Brief Article)
- Feb 09, 2005 (Asset - ABIX via COMTEX) In Australia, ASX World Link is moving into the platform business. Owned by the Australian Stock Exchange, the new ASX World Link operation has signed up portfolio services Praemium and Tower Trust. ASX World Link manager...
- Research articles 2005-02-09
- Algoma Steel, again a potential buyer is a seller.(PRESIDENT'S NOTE)
- I remember some years ago calling an old friend of mine, Brock Smith, on some world beating matter like arranging a ski trip to the Sault. Brock, at the time, was Deputy Minister of the Ministry of Northern Affairs or whatever it was called back then and...
- Research articles 2007-05-01
- Is a Jobless Recovery Really Your Best Friend?
- Tim Duy submits: Never underestimate the power of money. Especially lots of money coming on top of a cyclical recovery that is almost textbook at least as far as the timing is concerned. To be sure, you can question the sustainability of the recovery, the breadth or...
- External links 2009-08-04
- Friend or foe? Some agents see a new relationship with airlines. (In the News).(airlines are becoming more cooperative for mid-sized travel agents)(Brief Article)
- WASHINGTON--Adversity can breed strange bedfellows. Since Sept. 11, midsize agents have discovered a newfound kinship with many of the country's leading airlines, leading to a transparency from the carriers that can help agents formulate sales toward those ever-lucrative override targets. However, the worsening economy and the...
- Research articles 2002-02-25
- Young Albany, N.Y.-Area Biotech Company Takes Plan to Potential Investors.
- By Jeremy Boyer, Times Union, Albany, N.Y. Knight Ridder/Tribune Business News Jul. 30--James A. Burton's business plan for a protein manufacturing company earned him a $175,000 grant through the U.S. Small Business Administration, but the chemist was not having an easy ...
- Research articles 2003-07-30
- Dealing with Drug and Alcohol Abuse in the Workplace
- Drug and alcohol abuse is a serious workplace issue. Of the 16.7 million illicit drug users aged 18 or older, 12.4 million (74.3%) were employed either full or part time, according to the U.S. government. More than one in three (38%) workers between the ages of 18 and 25 are...
- Articles 2007-03-27
- Why Streamy Could be the Next FriendFeed
- In wake of the news of the FriendFeed acquisition by Facebook, we're faced with the real possibility that FriendFeed.com will be shut down for good. According to the press release, "FriendFeed.com will continue to operate normally for the time being..." In other words, it's only a matter of time before...
- News items 2009-08-11
- Google Kicks Off Its Facebook Ground War
- Updated: Google on Monday outlined its Google Friend Connect, a service that promises to insert social features into any application and any site. Sound familiar? It is. MySpace has its friend connect service and Facebook has its version. Add it up and you have...
- Blog posts 2008-05-12
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