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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Obviously you have to be careful with humor in sales. You don’t want to offend anyone. That’s why self-deprecating humor can be so powerful. You’re poking fun at yourself. No one else is likely to be offended. It makes you seem modest and likable while at the same time demonstrating that you’re confident enough about [...]

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During World War II, when flying ace Eddie Rickenbacker was pulled off his raft after 23 days adrift in the South Pacific, he was asked what was his greatest fear, to which he replied, “The next wave!”
With all the talk about the transition or challenging market, the emphasis has been on the technical approach to [...]

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1. Make telephone calls
Few things are more terrifying than the unknown. The fear you create for yourself is far worse than the reality of cold calling. Once you start making telephone calls and continue making telephone calls, it gets easier. You overcome fear by doing.
2. Make a lot of [...]

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