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It can get tricky working a deal when you are educating a prospective customer. You have knowledge and they are seeking information to make an informed decision. Thus, there is a phase of trust building that takes place before a deal is even entertained. However, it is also a delicate
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We hear a lot about going the extra mile. To me, that mantra needs some context. It is like saying, "The customer is always right." It's not true. Customers are wrong sometimes as well. Likewise, going the extra mile is a great idea but can also
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There is a daily tyranny with our email that is relentless. People can push work onto us regardless of our plans and good intentions every day. When you look over the myriad emails you have received in the last week, did you find the same thing I do? Most of
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All the news about Instagram and its botched privacy policy regarding your photos on their platform rippled across the internet. Many users reacted vocally and abandoned the service altogether. Since then, Instagram apologized and revised its privacy policy from the public outcry. While there is still a lot of hype
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Today's reality invites us all to be easily distracted. There are overwhelming amounts of information, options and ultimately, noise, that we are pulled towards. There are many good things that are not the best things that we end up spending energy on. Besides the consumer perspective, there is
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You may think your offering and brand in the marketplace is something special. It's easy to feel this way when you are thinking about yourself so much over the weeks and months of doing business. After all, that's where your focus and energy should be. However,
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The things we dream about define us. There's that chasm between what we want and where we are at today. Our striving each day is to go after the dreams and hopes we have. If you don't want much, there is only the mundane to settle
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When things feel overwhelming, take a deep breath and make it easier on yourself. Much of the problem is that an onslaught of issues or the appearance of work makes it hard to see clearly. I like to break the problem down in the following ways: * Noise. Get rid of
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Who cares about what you do? That is boring in and of itself. It is sterile in a world full of people and companies that do what you do. If you communicate with a focus merely on your function, then it is hard to connect with that part of you
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The aim of marketing is to make selling superfluous. ~ Peter Drucker Can you imagine what your business would look like if marketing worked in a way to keep a continuous pipeline of business flowing? It would indeed make selling superfluous. Your products or services would be bought not sold. This
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Whether it comes to selling a new customer, persuading a boss, or doing a deal, negotiation is involved to drive a meeting of the minds towards agreement. Many books have been written on this topic. Over the years with both the empirical experience in the marketplace and numerous books I
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Many of us are playing out a script as buyers. We have our guard up and our default reaction to an offer is to decline or say, "No," before a seller can even explain what they do. Just try observing the salespeople peddling their wares at the mall