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Make Decisions to Get Decisions

By Brad McDonald / October 24, 2019

In his book Blink, author Malcolm Gladwell contends that people make their best and most accurate decisions in the first two seconds of facing a situation—in other words, in the blink of an eye.

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Presenting with Impact

By Brad McDonald / August 23, 2018

Are your sales presentations more like a Gettysburg Address or a Gettysburg Oration? Few people know that President Lincoln was actually the secondary speaker at Gettysburg. The program for the dedication of the Gettysburg Cemetery, four months after the famous 1863 battle, listed Dedicatory Remarks, by the President of the United States after Oration, by…

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11 Advantages of a Selling Career

By Brad McDonald / September 29, 2017

Rodney Dangerfield built his comic career on a signature tagline: “I get no respect.”  Unfortunately, there are far too many salespeople who suffer from the Dangerfield syndrome – either they feel they get no respect or, worse, they act that way.  They walk around with sullen expressions and a woe-is-me outlook.  They are selling sympathy…

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It’s A Sales World

By Brad McDonald / August 24, 2017

A while back I attended a one-day Prospecting Boot Camp for salespeople in the heart of downtown London. After nine days of visiting attractions abroad, I decided to let my wife do the final day by herself, so I could endeavor to learn the differences (if any) in the mindset of British salespeople from their…

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You Talk Too Much

By Brad McDonald / July 27, 2017

Do you talk too much?  Many salespeople do. How do I know that? Because I use to do it! But more significantly, when I visit a store and indicate my interest in something it seems the sales clerk takes that as a cue to talk too much. Recently my wife and I took a short…

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How to Make 2017 Your Best Year Ever

By Brad McDonald / April 20, 2017

It’s already the second quarter; is it too late to discuss sales mistakes to avoid in 2017?  Or lessons learned in 2016?  It matters not what month or year it is, for some sales lessons are timeless, and furthermore, we need to revisit them on a regular basis. Here are my top four lessons from…

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The Best Presentation You Will Ever Give Is One Your Prospect Will Never See

By Brad McDonald / March 13, 2017

Sandler Rule: The best presentation you’ll ever give is one your prospect will never see.  Now there’s a selling rule that counters all traditional sales philosophies; and what does it even mean?  Let’s decipher it. Traditional sales training says present, present, present and close, close, close – convince your prospect with a compelling presentation, show…

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Stop Telling and Start Selling

By Brad McDonald / February 23, 2017

A few years ago, my wife and I attended a Home and Garden show.  We discussed ahead of time that we wanted to get concrete borders around our yard and hoped to walk out of the show with a company selected to do the job.  There was one issue driving our intention – a neater,…

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Do You Have a Leader’s Compass?

By Brad McDonald / February 16, 2017

Do you have a written Leadership Philosophy that is well known by all the people in your company? It’s good for everybody when the top person knows exactly what to expect of him/herself. Creating your own personal Leader’s Compass is an easy task that will reap enormous benefits. Here’s a start: Come up with a…

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Are You Willing to Change Your Selling Behaviors?

By Brad McDonald / January 26, 2017

In his recent book, Change or Die, author Alan Deutschman claims that although we have the ability to change our behavior, we rarely do.  In fact, the odds are nine-to-one that when faced with a dire need to change, we won’t.  Most smokers who are presented with a wealth of scientific data on the dangers…

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