Payday Podcast: Sales Reality Episode (18 min.)
August 21, 2009 – 3:59 am | One Comment

G.A. offers some practical advice on generating more business in what can be a tough selling environment, including a few tips on making your prospecting more focused and effective.

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February 1, 2009 – 5:31 pm

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What Rapport is Really All About
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Let’s take a moment to ponder what rapport is really all about.  Think of a relationship you have right now with someone you like, respect, appreciate, and trust.  It doesn’t matter if it’s a business …

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For some of us, pre-call planning means research.  We may have to research articles, review websites, or simply get on the phone and start doing detective networking.  Different Sales Professionals do it in different ways, …

How Those Six Steps Changed My Life
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BEEEEP BEEEEEP BEEEEP BEEEEP. I open one eye. The green numbers of my clock radio shout 3:00 a.m. “This sucks!” I think as I struggle to free one arm from the warmth of the covers …

The Silver Bullet Referral Process
October 4, 2008 – 10:30 am

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According to BNET, the popular online resource for business executives, a referral is 15 times more likely …

The Silver Bullet Discover Summary Process
October 4, 2008 – 10:10 am

After you’ve asked your discovery questions and have uncovered a lot of information, you want to do something that will create some positive buying momentum before offering your tailored solution.  And I have just the …