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If your boss tells you to pay attention to what this salesperson is selling, you probably will. If someone two levels down tells you to pay attention to what this salesperson is selling, you’ll probably get around to it eventually. If you are the salesperson in question, which situation is better for you?Read More
There is nothing wrong with putting bigger and bigger commission checks in your bank account unless you’ve decided that your job is to meet quota.Read More
Prospects have been making salespeople give up increased commissions and sales for years… are you going to continue to help them?Read More
Lulls in conversations are not bad, and there is no reason for you to fill them in.Read More
The prospect sells herself and you are there to make it happen.Read More
Bob, a floor salesperson who really believes in pushing the sale along, had spent enough time to learn exactly how the prospect was going to use the product.Read More