THE Ingredient Can there be just one personal characteristic that sets high performance sales professionals apart from the mass of mediocre performers? One personal characteristic that is so important that there can be no exceptional performance without its mastery? As my grandfather used to say, “Yes sirree bobtail”. This one personal characteristic is the foundation […]
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Your employer may offer some job-specific training, but in the long run, you’re responsible for your own professional development. To keep your selling skills sharp, follow this sales advice: • Read widely. Look for books and articles (online and in print) with fresh points of view that will open your mind to new professional techniques […]
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Does the price you paid for that expensive wine at dinner influence your satisfaction with that wine? The answer to this question may reside in the folds of your medial orbitofrontal cortex, the part of the brain that registers pleasure. In what should be music to the ears of marketers, the old adage that you […]
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