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  • sales seminars

    • 1.

      Secrets of Self-Defeating Salesmen

      by Dr. Gary S. Goodman - 2006-12-26
      "I'll show him; I won't call him back!""I don't need his business. There are plenty more where he came from.""Maybe he can thin other people's margins, but not mine!""I'm going to quote just one price...
    • 2.

      A Sales Tip You Can Use: Don't Step On Your Buyer's Toes!

      by Dr. Gary S. Goodman - 2007-01-21
      I'm getting really impatient with articles and their authors that tease you with a great title and then fail to deliver even a single tip we can use.Yesterday, I read a promising piece about staying p...
    • 3.

      3 Steps to Appealing to Customer Values

      by Dr. Gary S. Goodman - 2007-01-23
      In a recent article I mentioned we're erring in marketing, selling, and in customer retention activities by focusing on CRM, on customer service, and on customer satisfaction.Instead, we should be con...
    • 4.

      Getting Referrals: Finding the Right Customer To Sell To

      by Joe Crisara - 2007-02-13
      I want to talk to you about one of the most important things you can do to increase your sales results. And that is to find the right customer to sell to. Many people doubt the validity of getting ref...
    • 5.

      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...
    • 6.

      5 Reasons Experienced Salespeople Should Cold Call

      by Dr. Gary S. Goodman - 2007-03-04
      Lots of businesses insist that novice salespeople cut their teeth by cold calling.Their jobs are to prospect, qualify buyers and to set appointments that the more experienced "pro's" go out and see.Pr...
    • 7.

      The 5 Phony Fears of Cold Callers

      by Dr. Gary S. Goodman - 2007-03-07
      "Of course you're afraid to cold call," the smug article writer said; it's only "natural."I don't believe that and neither should you.The fear of cold calling isn't innate.We don't instinctively leap ...
    • 8.

      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 ...
    • 9.

      A Timely "No" Beats A Mysterious "Maybe" Every Time

      by Dr. Gary S. Goodman - 2007-03-16
      Lots of people fear rejection, and of course this afflicts salespeople, too.For this reason, some sellers are afraid to close, which is directly asking for assent, and others fear calling back and fol...
    • 10.

      Stupid Rejections From Book Publishers: Q & A With Other Writers

      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...