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- Common Phrases that Scuttle Sales
- The quickest way to damage a budding customer relationship is to use trite phrases that make you sound like a B2B sales rep. Don't get me wrong... there's nothing wrong with being a sales rep, but if you sound like one, it lessens your ability to achieve rapport and...
- Blog posts 2007-09-20
Additional Resources
- Common Phrases that Scuttle Sales
- Common Phrases that Scuttle SalesRE: Common Phrases that Scuttle SalesI agree in the most part with what you state. However, the question eliciting agreement is an exception, in my opinion. The whole focus in establishing and expanding a relationship is to do with establishing and expanding agreement. Common viewpoints are...
- Discussion threads 2007-09-20
- World's Worst Elevator Pitches
- A couple of days ago, in the post "Why Your Elevator Pitch Stinks," I asked you readers to send me some elevator pitches to see if we could improve them. I'll start by posting the two worst because they're instructive of exactly what NOT to do. ...
- Blog posts 2008-12-12
- A Reader Dings My Advice... You Vote
- A reader with the handle "Susiepoobie" recently questioned my use of Tom Hopkins' answers in my post "Your Best Response to Three Common Objections."Â She also provided some alternative responses that she felt would work better than Tom's. Since Tom Hopkins is pretty much the...
- Blog posts 2008-09-08
- W.R. Berkley Corporation Q1 2009 Earnings Call Transcript
- Question-and-Answer SessionOperator Operator Instructions We'll take our first question from Josh Shanker from Citi. Joshua Shanker - Citi I'm trying to understand, simplify something in a way that I shouldn't, but you'll correct me I am sure. If I look at the premium volume, net premium written in 1Q...
- Earnings calls 2009-04-28
- 5 Ways to Ace the "What's Your Weakness?" Question
- If you're job-hunting right now, there's a good chance that during the course of your interviewing you're going to come across that dreaded question: "What are your weaknesses?" Okay, so many interviewers -- after getting countless trite, canned, or clearly calculating responses -- don't...
- Blog posts 2009-07-09
- Create an Opportunity in 10 Seconds
- If you don't have a quickie sales message, you're not ready to sell. A quickie sales message is one that you can deliver in 10 seconds or less, but which sets up the conditions under which you can pursue a selling opportunity. First, some background. Last week's...
- Blog posts 2009-07-27
- How to Make Your Site or Blog Sticky Without Trying Hard
- Yahoo! Finance writer Penelope Trunk is no stranger to the type of scathing criticism blog readers have become accustomed to leaving in comments. Readers called her recent post, "Seven Ways to be a Better Delegator" obvious, far-from-groundbreaking, run-of-the-mill drivel. To be fair, many commented that it was better than her usual...
- Blog posts 2007-12-13
- Sales Strategies of Six Figure Salespeople
- It is unfortunate today that many salespeople are still following the "old standard" of planning their calls on their clients and prospects. Rather than rehash these trite and outdated approaches, the article shares the philosophies and attitudes with the readers that are being used by the successful salespeople of today...
- White papers 2003-01-01
- Effective Decision Making for Small Business Leaders
- Decision Making: Although it sounds trite, decision-making is something a person all has to go through at least once every single day. The decision can be as simple as choosing what color of shoes to wear, to as complex as deciding how to tell the boss that he would like...
- White papers 2006-09-15
- 7 Good Reasons To Call A Lawyer
- For many small-business owners, contacting an attorney is akin to opening a faucet - everything gushes out but little comes back in return, short of a hefty water bill. OK, so this analogy is a little trite. Legal advice and guidance in varied forms is absolutely central to any small...
- White papers
- Solution Selling is Dead.
- Solution Selling is Dead.Only doing it correctly is deadGeoff, I agree that solution selling is improperly performed by most companies. Its an excellent tool for selling a customized "solution" because of the structure and type of questioning and commitment that comprise the system. While some of the nomenclature...
- Discussion threads 2007-10-29
- How to Present Like Steve Jobs
- Apple's CEO is the most charismatic pitchman in business today. Learn how to apply his secrets to your next presentation. Ignite Your Enthusiasm Goal: Engage your listeners’ passion by tapping into your own. ...
- Articles 2008-04-02
- Siemens and the Ethics of Crime
- Siemens and the Ethics of CrimeSiemens has historySuffice to say, siemens deserve what she gets and if tommorrow, siemens set contract killers on the consultants, they equally deserve it. What irks me however, is stereotyping people and a nation. Siemens has an history in Nigeria. Go confirm that.RE: Siemens and...
- Discussion threads 2008-04-03
- Garfield's AdReview; Microsoft XP employs trite and true approach.(News)
- Byline: Bob Garfield Byline: Bob Garfield
- Research articles 2005-04-25
- Are Your Co-Workers Driving You Crazy?
- It seems fitting on this Labor Day to acknowledge the greatest source of stress in workers' lives. According to a new study, it's not the workload that drives people the most batty; it's the people they work with. Yes, it's true: Those pesky deadlines and difficult projects...
- Blog posts 2008-09-01
- A Reader Dings My Advice... You Vote.
- A Reader Dings My Advice... You Vote.RE: A Reader Dings My Advice... You Vote.My opinion is that both are correct. An experienced sales professional would know when to use them. But my vote goes to Susiepoohbie because these can work at any stage of someones career.RE: A Reader...
- Discussion threads 2008-09-08
- Yes to Lloyds-HBOS 'Superbank', No to Short Sellers
- The Telegraph called it a the triumph of the hare over the tortoise. Risk-averse Lloyds TSB looks set to take over HBOS to form what's been called a £30bn 'superbank' -- with 28 per cent of the UK mortgage market and links to 40 per cent of UK homes. ...
- Blog posts 2008-09-18
- A Branding Strategy Horror Story
- In this morning's post "Branding Strategy = Marketing Boondoggle" I explained exactly that branding strategy is mostly an excuse to waste marketing money. To illustrate the point, here's a real-life horror story. In the late 90's, Ken Fitzpatrick, the CMO at Computer Associates, spent $100 million on...
- Blog posts 2008-10-14
- Wall Street Vs. Main Street
- Wall Street Vs. Main StreetRE: Wall Street Vs. Main StreetRomano lost me in the very first paragraph, when he says a term like "Washington" is a useless because it conflates the "bad" Republican executive branch with the "good" Democrat congress, that opposes that evil executive.His premises so plainly stated, the...
- Discussion threads 2008-10-16
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