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    • 1.

      Truth Or Fantasy?

      by Tim Connor - 2006-12-03
      What do I mean when I say, "getting below the truth line"? Let's say your prospect says, "The price is too high." Is that really what he/she means? How about, "I need to think this decision over"? ...
    • 2.

      Your Sales Self-Image

      by Tim Connor - 2006-12-03
      All sales success is the result of a foundation grounded in right attitudes and positive self-esteem and/or self-image. If a salesperson has all of the skill competency and yet lacks the right attitu...
    • 3.

      Disorganization Is Costing You Sales

      by Tim Connor - 2006-12-03
      Clutter. Technology. Stuff. A full plate. Reports. Personal interests. Home life. Career. Relatives. Friends. Too little time. Too much to do. Meetings. The list goes on and on and on.One of th...
    • 4.

      It's All About The Trends

      by Tim Connor - 2006-12-03
      One of the mistakes many salespeople make is that they fail to take the time to study trends, such as:-economic ones-market ones-technology ones-buyer perceptions-product evolution-service needs/expec...
    • 5.

      Was It A Comedy Or A Documentary?

      by Tim Connor - 2006-12-03
      Was it a comedy? A tragedy? A monologue or a documentary? A hit? Or was the show cancelled? We are not talking about the latest effort from Hollywood or New York, but your last sales presentation....
    • 6.

      Making Top-Down Decisions Without Bottom-up Feedback Is A Sure-fire Way To De-motivate Employees.

      by Tim Connor - 2006-12-11
      One of the biggest mistakes both new and experienced managers make is making top-down decisions which impact lower levels, departments or individuals within the organization without discovering a bott...
    • 7.

      Without Effective Feedback Employees Will Continue To Perform Poorly

      by Tim Connor - 2006-12-11
      One of the biggest weaknesses of poor managers is the lack of willingness or ability to give timely, accurate and effective feedback to their employees. There are two types of feedback: positive - rec...
    • 8.

      Got Any Sacred Cows?

      by Tim Connor - 2006-12-11
      Over the years I have discovered that many organizations have a variety of policies, products, services, positions, techniques and even people that are what I refer to as 'sacred cows'. In other word...
    • 9.

      Same Stuff - Different Day?

      by Tim Connor - 2006-12-11
      Any time is a good time to sell creatively. Uncertain economic times are an excellent time to sell creatively. And, poor economic times require that salespeople sell creatively. What exactly do I me...
    • 10.

      Do You Need To Get Back To The Basics?

      by Tim Connor - 2006-12-11
      For many salespeople it would seem that a 'let's get back to basics' approach would be in order for any number of reasons:-The emotional buy-in to a difficult economy -Increased pressure from senior m...