Updated November 24 at 7:24pm
161 results total, viewing 41 - 50
Think about the last few things you purchased. They hold the secrets to increasing your sales. Giving a seminar, I was in a stream-of-conscience talking about buying motives and why people buy. As usual I was focused on the … more
Life insurance benefits are easy to understand. If an insured person dies, their named beneficiary receives a monetary benefit. Disability risks are far less tangible. None of us believe we will have the misfortune of suffering from a disability and … more
Within the past few years, some of the best-known names in American industry have disappeared down the gaping maws of other companies. Other seemingly unassailable fortresses have been disassembled, and the parts sold off separately. And there's … more
The late Nora Ephron was a famous writer of essays and screenplays. Working on a movie, Ephron said, is a collaborative effort. "When you deliver a script, it's like delivering a great, big, beautiful, plain pizza, the one with only cheese … more
It's believed that those born between the years 1982 and 2004, commonly referred to as millennials, will make up 75 percent of the workforce within the next 10 years. These social media babies, tethered to smartphones and weaned on instant … more
Where is "value" in your sales equation? Where is "value" in your sales presentation? What role does "value" play in building customer loyalty? How does "value" help build solid business relationships? How does … more
First lady Michelle Obama has had the pleasure of attending many spectacular events, but I would venture to guess that opening the 14th Special Olympics World Games at the end of July had to rank with the most inspirational. It wasn't … more
Since a 2006 law allowed the creation of Roth 401(k)s, more and more companies have added a Roth 401(k) option in their retirement plans. However, a recent nationwide study shows that only 14 percent of employees are using this option. The problem: … more
How do you make a sales presentation? No I don't mean warm up, probe, present, overcome objections, close. I mean what's the big picture of your sales presentation? What's the content of your sales presentation? And most important, how are … more
Dealing with large organizations or bidding in a complex environment or with state agencies is often a challenge because there are many different parties involved. For example, in the road construction world, selling your technical solution such as … more
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