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    • 21.

      5 Reasons Right Now is the Best Time to Cold Call!


      by Dr. Gary S. Goodman - 2007-02-13
      I love those timid trainers that try to convince sales novices that there are good, better, and best times to make sales calls.Baloney!There are several reasons this advice is utterly bogus:(1) Are yo...
    • 22.

      Negotiating Nonverbally: Try to Exploit "Tells," Giveaways, and Expressions Given-Off


      by Dr. Gary S. Goodman - 2007-02-13
      There is a painting in Pasadena's Norton Simon Museum that presents a portrait of a gentleman, or so we would think at a cursory glance.But the artist must have been slightly miffed at his subject. Pe...
    • 23.

      Sell to Your STRENGTHS!


      by Dr. Gary S. Goodman - 2007-02-14
      I just got off the phone with one of my book readers who claims to possess an unusual "acoustical" gift.Sounds are important to him, he remembers them well, and he can easily do vocal impressions of J...
    • 24.

      Don't Just Interview Sales Candidates; Interview Past Managers, Too!


      by Dr. Gary S. Goodman - 2007-03-13
      I was just spending a few minutes at the Chicago White Sox web site, absorbing some of the techniques being used by pitching coach, Don Cooper.He was jumping on his staff for exhibiting too much of a ...
    • 25.

      What Makes A Cold Call a COLD Call?


      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; ...
    • 26.

      30 Ways To Not Come Across Like A Salesperson


      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...
    • 27.

      CRM - Customer Relationship "Management" Is a Myth


      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...
    • 28.

      No Service is Better than Stupid Service - CNBC Expert Comments


      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...
    • 29.

      Dear Customer - Come Back ONLY if You're Buying!


      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,...
    • 30.

      What Makes a Professional, Professional?


      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...