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Effective Sales Management: Coaching

The manager whose first priority is developing his people knows that frequent coaching delivers consistent financial results. Regular scheduling of coaching and review must be an agenda item that’s written in ink, not penciled in. Coaching is a system that “grows” people by enabling them to learn through guided discovery, not by showing or telling […]

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Effective Sales Management: Accountability

Unfortunately, we live in a modern culture that does not emphasize personal responsibility. The result is an epidemic of excuse making. It is not my fault is the prevailing attitude of the masses. The sales manager is charged with the responsibility of setting proper expectations, developing systems to track and record sales activities and results […]

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Gaining Trust By Reading The Prospect’s Mind

According to Joseph E. LeDoux, Ph.D., a world-renowned neuroscientist at New York University, trust is a social emotion. It is the ability to put yourself in the mind of another and predict what they are thinking or what they will do. Psychologists call this the “theory of mind.” To provoke trust, a sales person has […]

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