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Giving Thanks
“Gratitude can transform common days into Thanksgiving, turn routine jobs into joy, and change ordinary opportunities into blessings.”– William Arthur WardPeople with a positive mental attitude often...
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5 Types of Deadlines and How to Use Them in Selling
Some deadlines are obvious. Sometimes the customer will come right out and tell you about them. Whenever a customer mentions a deadline, take note and focus your efforts on helping the customer to meet...
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3 Ways to Persuade an Audience
What's the best way to persuade an audience? There are 3 basic approaches that have been used since the times of Greek orators:Logos: the appeal to reason and factsPathos: the appeal to emotionEthos:...
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CRM Stress
The world of sales is a lot more technology-dependent than ever before. Most of us now use some kind of CRM (Customer Relationship Management) tool, such as Salesforce, ACT, Leadmaster, or something...
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The Power of Gesturing
A study by the University of Chicago shows that children (and probably your audiences) learn when gestures and speech are both used in teaching.In the study, "Children Learn when Their Teacher's...
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How to Clarify Vague Benefits
Sales professionals love to use brochures and handouts to help position the benefits of their products. Fair enough - but what if your customers don't understand why those benefits are of value?It may...
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2 Steps to Spontaneous Persuasion
Sometimes, you find yourself in situations with an unexpected opportunity for persuasion. These are informal occasions. They won’t be meetings, because you always go to a meeting with a prepared...
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7 Tips for Speaking to a Grief Stricken Audience
The San Bernardino massacre has inspired a welter of speeches and commentary. This is not a political blog, and I don't want to go into the content of the speeches, other than to say some of them...
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If Your Audience is Hostile, Start With an Agreement
"If men would consider not so much wherein they differ, as wherein they agree, there would be far less of uncharitableness and angry feeling."Joseph Addison,English essayist, poet, &...
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How to Use Diction to Make Yourself Understood
I had lunch recently with an old friend, who happens to be approaching 90. We were discussing the changes in our lives, and she told me she has largely given up watching television. It's not because...
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