Merriam-Webster’s word of the year in 2006 was “truthiness”. “Truthiness” was coined by comedian
Stephen Colbert. It refers to “truth that comes from the gut, not books”.
What is your truthiness? The more appropriate question when selling your product is, “What is the truthiness of your customer”? I suspect Colbert wasn’t thinking about sales when he [...]

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Have you done your research this month? Is your competition creeping up on you with new amenities, products and special incentive programs? Have you stealthily” shopped” the “other guy” to be able to counter any objections your prospective client may have?
STOP THE PRESSES! Your biggest competition is not the builder, broker, realtor, remodeler, manufacturer or [...]

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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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How would you like to invest $5.49 to land your next big deal? If you knew that $5.49 would give you the edge with your prospective client, would you rush out to Office Max or Staples and lay down your hard earned $5.49? Assuming that your answer is yes, I am going to [...]

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I know many truths about being in the sales profession. There is one truth about sales people that is a dirty little secret. In fact, you may unknowingly be participating in it this very moment.
I want to dispel that dirty little secret. I may tick you off unmercifully, but I don’t mean to.
As you [...]

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