I once took a position as a sales manager with a Fortune 100 company, having been told was that my unit had been first in the division the year before. However when I got there, I found that the six person unit had three new, floundering rookies and one opening—where the top salesperson in the [...]

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Even the best of companies with the best of intentions occasionally fail to deliver. Here’s how one salesperson with a corporate screw up handled an unhappy customer.
The scenario went like this:
“After what happened last time, Linda,” the customer complained, “I’m amazed you can even show your face around here, much less ask for more business. [...]

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If setting your customer’s expectations is a part of selling, Steve says it all.
We took one of our granddaughters to her first state fair last week and I couldn’t help but laugh at Steve’s billing posted throughout the fairgrounds. In seven words he gets your attention, makes you laugh, explains exactly what his service is, [...]

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I have a simple question for you. Would you buy from you?
I ask this question in my seminars almost every week and so far, I have not had one single person fess up and say, “No, I wouldn’t buy from myself. In fact, Paul I would run as far away from me as [...]

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My wife and I are in the final stages of building our new home. We’re in the 9th month of a 4 month project so I believe the job is almost done.
While my contractor does fabulous work, he didn’t honor any of his timelines. At least he’s the only one who accrues expenses for every [...]

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