Objection Handling: 5 Easy Steps To Get Past “But …” And Close The Sale.


Objection handling is one of the most misunderstood and under appreciated aspects of selling. Inexperienced sellers will invariably see objections as a negative. But, in truth, objections are hidden buying signals. They’re like gold when you first find it: dusty lumps of earth, coated in mud and muck – not much to look at, and easy…

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The Pareto Law: how the 20 80 rule transformed (my) thinking, business and life

Pareto Law 2

I take it you’ve heard of the Pareto Law – otherwise known as the 80 20 rule. Put shortly, the Pareto Law states that a small minority will have a disproportionate impact, generate a disproportionate share of results, or cause a disproportionate amount of trouble. Intuitively, we all “know” this to be true. But very, very…

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How To Get Referrals: 3 Golden Rules To Get More Referrals & Introductions

how to get referrals

How to get referrals – if it’s not on your mind already, it should be. Wonder why ? According to Hinge Marketing (“Inside The Buyer’s Brain”), when looking for a new professional services firm, over 70% of B2B buyers turn to a friend or colleague for a recommendation. To give you an idea of how important…

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From good to great: why the enemy of great is good

From good to great

I owe a debt of gratitude to Jim Collins, author of the timeless classic “From Good To Great”. Jim made me see that the real enemy of great isn’t bad – it’s good. Since first reading the book, I’ve found countless applications of his thinking – in business, and in life. Depending on what part of…

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Put your sales e-mail on steroids (With Toutapp Founder TK)

Sales e-mail. What if a nifty little tool called Tout app was able to shave 30-60 minutes off your workday ? By simply streamlining your sales e-mail ? No doubt you’ve noticed that anywhere from 40-60% of all the e-mail you send is pretty similar. Meeting confirmations, proposal e-mails, follow-up e-mails. You name it. And…

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Building The Connected Company (With Dave Gray)

Silo’ed industrialized organization models with strict boundaries and a command-and-control management style are dead. What’s next ? The Connected Company. Building The Connected Company With Dave Gray http://vimeo.com/channels/coachingmastersseries/53067475 Watch this interview and hear Dave Gray, co-author of “The Connected Company” explain: – What a “connected company” is and why it matters – Why we are about…

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How Coaching Improved My Game


More and more people I talk to nowadays have discovered the benefits of getting a business or life coach to help them advance their careers, build their business or improve their lifestyle. Still, many remain on the fence and miss out on the life changing potential that coaching – done right – can offer.

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The “3p’s” Of Life


Is it possible to simultaneously achieve purpose, passion and profits ? To live an integrated life where meaning, well-being and material comfort go hand in hand ? Is it reserved for the “happy few”, those who seem to have figured out a magic secret that is unavailable for the rest of us ?

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5 Ways To Reduce Stress At Work

Reduce Stress

Trouble focusing at work ? Find yourself losing concentration as the day progresses ? Well, you’re not alone. According to a recent survey, nearly 50% of all workers suffer from moderate to severe stress. And 2 out of 3 employees report having difficulty focusing on tasks at work because of stress. So this week, I wanted to…

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