Arguably, the most important skill in selling is listening. Some of us are better listeners than others, but we all must work on our listening skills if we are going to maximize our success in the business world.
• If you are going to be effective in selling, serving customers or managing others, you will need to [...]

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I’m confused. But not alone. As sales and marketing people we too often fail to clearly distinguish the difference between feature and benefit when presenting to customers.
An advertising headline in Sunday’s paper says, “
Maybelline – Foundation, Pressed Powder, Blush, Eye Shadow or Eye Liner”. Another, for a feature-heavy mobile phone reads, “Introducing [...]

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I plan to strengthen habits related to building and deepening relationships.
Included in this area are:

sending more (and more timely) thank you notes.
intentionally connecting more often - with colleagues, clients and other cool people.
making time for friends, creating meaningful memories and conversations.

The key to making these happen is to take action. I have been and will [...]

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While I believe it is valuable to share your most important goals with one or a few people (specifically people who will be supportive of you reaching those goals), I don’t know that I want to share ALL of my most important goals with the entire world in this forum. Besides our family goal setting [...]

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With the mass reach of the Internet and the globalization of commerce companies must find new ways to survive and grow. There are three fundamental principles that emerge from this truth:

Consumers are finding more options and choices today than ever before. As time moves forward choice expands.
The market is flooded with advertising messages. The average [...]

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