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Attention business owners and salespeople, are you missing sales by falling into the rapport trap?  Are you looking around your prospect’s office, searching for something to talk about, as a way to create common ground?  If so, stop.  Your prospect isn’t interested in discussing their fish on the wall with you or the places that they

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Sales Improvement

Have you heard the old saying, “Nothing happens until somebody sells something?” It’s true, but for a lot of business owners and salespeople, getting more sales is a challenge. Why is that the case?  A major reason for many of us is our Inner Game – the messages that we tell ourselves, consciously or subconscious,

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Sales Improvement

How many times have you thought you had business in the bag only to find out, at the last minute, you LOST the deal?  A common misfire, in the beginning of your selling process is often to blame.  For many, our prospecting effort is just a part of our selling effort.  So when your prospect utters the

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Business Ownership

Running a small business is challenging.  At times, the pressure and demands can be overwhelming, causing you to think seriously about hanging it up and stopping.  During those times for me, I found this quote to be inspiring as it reminds me that I must continue to believe and keep moving forward.  I wanted to

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Business Ownership

Owning and running a business requires that you get over the limitations that others live under.  But balancing the determination to succeed against believing that you have to have all the answers, costs many owners the success and lifestyle they desire. I have found that most owners suffering the pain and anxiety of an under-performing

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