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by Dr. Gary S. Goodman - 2007-04-28
When you're buying a car or a house, you absolutely, unequivocally know you're entering a big-stakes negotiation, the result of which will mean thousands of dollars saved, earned, or lost.So, it's fai...
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by Dr. Gary S. Goodman - 2007-04-28
Some people will never "get" you, especially if you are an independent person, a free thinker.I would like to say these individuals don't count, but they do, because most of us are raised to fit in, t...
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by Dr. Gary S. Goodman - 2007-04-27
Millions of high school juniors, community college transfers, and grad school bound baccalaureates believe that getting into a great school is a cut and dried proposition.If you have good grades and g...
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by Dr. Gary S. Goodman - 2007-04-21
If you're a salesperson or a marketer, there is a fundamental question you need to answer that is probably never broached in business school or at most workplaces:"Whom Do You Want to Serve?"Maybe it ...
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by Dr. Gary S. Goodman - 2007-04-18
How can you be sure that the chiropractor, plastic surgeon, psychologist, or attorney that you've selected is professionally competent, that he or she is likely to handle your case with skill and due ...
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by Dr. Gary S. Goodman - 2007-04-14
One of the cool things about having started my sales career in my teens is now being able to look back upon decades of ups and downs, big and small sales, hits and misses, and miscellaneous windfalls ...
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by Dr. Gary S. Goodman - 2007-04-12
I was talking to a psychologist the other day who said she couldn't do a proper job of helping people if she thought she had to accept every case that came her way.We talked about "professionalism" at...
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by Dr. Gary S. Goodman - 2007-04-10
There is a cable in the back of my car that cost about $37, with tax.I bought it because I thought I needed it as an Internet connection, but as it turned out, I didn't.It has been dwelling in my car,...
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by Dr. Gary S. Goodman - 2007-04-08
Now that Peter F. Drucker has passed on, I feel almost duty bound to share some of his insights with you, little observations, pointers and gems that simply aren't in his books or popularly known.I ha...
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by Dr. Gary S. Goodman - 2007-04-08
After giant Circuit City announced a cutback in its floor staff, alarmists immediately contended that this would spell the end of customer service as that retailer's patrons knew it."They probably won...
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by Dr. Gary S. Goodman - 2007-04-04
Ralphs is one of the largest grocery store chains in Southern California, and perhaps, in the entire country.It has always been a middle-of-the-road operation. When I was a kid, I use to buy my Funk &...
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by Dr. Gary S. Goodman - 2007-03-30
Wayne Dyer has written a lot of nifty self-help books, and he has also starred in some very enjoyable public TV shows.So, he has earned every bit of his success, and he has made, and continues to make...
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by Dr. Gary S. Goodman - 2007-03-27
One of my clients has fallen under the spell of a cult.Specifically, it is a sales training cult that has taught him to repudiate everything he thought he knew about selling, including some of the ide...
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by Dr. Gary S. Goodman - 2007-03-26
Many times over the last two decades I have grumbled under my breath in the presence of clients:"Move over! Let me do it for you!"But I've stopped myself from overtly saying it, believing there is an ...
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by Dr. Gary S. Goodman - 2007-03-25
My Mother, rest her soul, used to speak about the time her Mom made a skirt for her out of her Dad's old suit.The Depression was tailing off, but still having a profound impact on American life and wh...
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by Dr. Gary S. Goodman - 2007-03-18
Fear wears many masks.But if you are a warrior-salesperson, as I think we should all aspire to become, you have to relentlessly unmask this foe.If you don't you'll not only dwell forever in the gray-t...
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by Dr. Gary S. Goodman - 2007-03-18
You probably read somewhere in a motivational book or heard a self-help guru tell you in his audios or videos that it will really psych you up to make a list of all of your past accomplishments.While ...
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by Dr. Gary S. Goodman - 2007-03-18
The other day I was contacted by an ailing mortgage broker who lamented that times are tough in his industry.He feels the pain because he has plummeted from being the top performer on the sales team t...
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by Dr. Gary S. Goodman - 2007-03-17
Most writers toss the phrase "cold call" around without ever defining what it means.I think it is worth our time to consider exactly what makes a cold call a COLD call.After all, terms are important; ...
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by Dr. Gary S. Goodman - 2007-03-17
I received an interesting email from a writer who is being victimized by rejection slips. Below, I'll share it with you, along with my response.I hope it gives you some perspective if you're hoping to...
