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Noble Selling

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I can predict with almost absolute certainty that none of your sales team are working their hearts out to make you wealthy! People simply aren’t motivated by your profit! They’re motivated by improving their own situation, serving a worthy cause,…
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A Question…

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Here’s a question for you … And I get asked this ALL the time … And it’s a question I now ask others with some fascinating responses … How did you start doing what you do now for work? Here…
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Discount vs Value

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A lot of people love the chance to barter in local markets when they travel.  It is not unusual to pay as little as 50% or 60% of the initial cost of the item … It seems crazy to those…
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What Do You Learn?

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What do you learn about business during 35 hours travel to get home from a conference … I’ve just spent a week in Mexico and have now arrived home after a marathon trip. However, even this lengthy journey provided a…
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Do You Agree?

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It’s easy to forgo a real discovery for the sake of a bit of extra speed … It’s arrival day for MMT here in Cabo and bad weather cancelled our scheduled cruise. So a few of us were sitting around…
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MMT

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It’s harder to get an invitation to this event than it is to get into Harvard … and I’m going! I am currently winging my way to Cabo in Mexico and will be travelling for 31 hours to get there.…
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Work-To-Worth Ratio

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I had a conversation with a good friend and business coach today, and we were talking about account selling and what reps could do to get more appointments with prospective clients. I raised a concept I call the “Work-To-Worth Ratio.”…
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How Good Are You Really?

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How good are you really?  A lot of clients I work with to unpack their key sales models, say the same thing to me … “We are the BEST in the market at what we do, we just need a…
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Smile

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There’s a sales superpower that so many people are aware of and yet fail to properly utilise when they are selling … It’s a genuine smile! Today, October 4, is World Smile Day and, as a global movement, the concept…
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Garmin

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It was my birthday last week and my wife bought me something that is changing my life … And whilst I knew I’d enjoy owning one, I completely underestimated the impact it would have on me! It’s a simple watch…
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