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Listen Show PodCast
And the Winner Is, YOU, if You Choose To
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Use "How?" Instead of "Why?" to Get Better Results
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Stop Calling What Happens, Rejection
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Victims Make Horrible Professional Salespeople
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How to Handle a Specific Price Objection
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Forget About Trying to Sell; Focus on How You Make People Feel
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How to Respond to the Too Early "What's it cost?" Question
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297 GUEST: How to Prevent Stuck Deals, and Get them Unstuck if they Do, with James Muir
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296 How to Get the Best Intel to Make Your Prospecting Relevant
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"Just be yourself" is Some of the Worst Sales Advice Ever
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How to React to Price Comments, and Not Give Away Profits
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293 Do this Instead of Trying to OVERCOME Objections
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Here are the Real ABC's of Sales
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Three Letters that can Change Your Sales, Life, and that of Others
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Voice Mail Message, and Greeting Tips to Make the Best Impression
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THIS is Old, Outdated, Dead, and Doesn't Work; Here's What Does
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Call Avoidance is Actually Just Being Selfish
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Don't Speak Klingon--Unless You're Selling to Klingons
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EXPECT to Win Them All (Like George Brett)
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GUEST- How to Create Customer Experiences that Causes them to Stay for Life, with Richard Weylman
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284 GUEST- How to Turn Strangers into Paying Customers, with Jason Bay
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How to Avoid "Sleepwalking" Through Your Questioning and Listening
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GUESTS "Streetwise to Saleswise"- How to Become Objection Proof, with Bob Burg and Jeff C. West
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Trust in Sales: 13 Ways to Build It
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280 It IS OK to Assume This
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Sales Lessons from a good TV commercial
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278 How Millionaire Sales Professionals Think
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277 Getting Ghosted, and Taking an Easy Order Share the Same Problem
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276 ENCORE: How to Not Be a Cringey Creeper When Using Sales Intel
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275 GUEST: Sales Lessons of the World's Greatest Mentor, with Tim Rohrer
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One Simple Question to Eliminate an Objection Before Hearing It
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273 GUEST: Get Rid of Self-Destructive Sales Language and Replace it With Value, with Liz Wendling
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Change This to Get That Dream Customer
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Why Saying "Keep Us in Mind" is Worthless, and What TO Say to Get a Sale
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How to Respond when They Say "Not Now"
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A Cold Caller Destroyed, Then Coached
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Script it, or Wing It? Best: KNOW IT
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There Must Be Agreement On Two Levels to Help Them Buy
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How to Turn Inquiries Into Sales, More Quickly
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GUEST How to Present Like a Pro, with Michael Angelo Caruso
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264 Presenting Your Price So it's Lower Than the Value
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263 Q&A- Dealing with Rejection; Better Conversion, or More Leads?
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262 GUEST: David Newman, Author of "Do It! Selling"
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Avoid Rejection By Not Being Attached to This
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Nineteen More Creative Ways to Say "We can save you money"
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Three Simple Persuasion Techniques (proven by science)
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258 Follow-Up Mistakes, and What TO Say
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This "Soft Skill" Will Make You Hard Money
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To Accomplish Something, Define What it Is
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How to Not Be Affected Negatively by the "No's"
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Here's the Persuasion Secret that Everyone Doesn't Know
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How to Avoid Saying Things that Kill Sales
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How to Get Them to Set a Follow-Up Date They Will Show Up For
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A Simple Question to Help Them Take Action
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Gratefulness Leads to Great Fullness
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Do NOT Ask if They are the Decision Maker
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The Boring Fundamentals Always Have, and Always Will Work
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247 How to Respond to the Immediate, "I'm Not Interested"
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246 Fear and Scaring- How to Use These Motivators to Help People
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A Simple One-Question Template to Help People Sell Themselves
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GUEST: How to Win the Relationship, and Not the Deal, With Casey Jacox
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How to Handle Prospects Who are in "Panic Mode" (and not get ghosted)
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242 Asking About Budget Usually Means You Get NO Money
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241 How to Recommend What They'll Buy, Instead of Presenting What They'll Object To
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Believe You'll Win Every Time--Like George Brett
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239 How Casino Dealers Sell (and sold us)
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238 Why Salespeople and Calls Fail, Even Before Talking to a Prospect
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237 How to Sell a Craigslist Inquiry
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Ask for the "No" So you Can Dump Nonbuyers and Save Time
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How to Avoid Creating Objections
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A Follow-Up Mistake to Avoid, and What TO Do
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Encore Presentation of How to Never Be Rejected Again
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How to Avoid the "I,I" Mistake that Kills Sales
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A Prospecting Opening/Voice Mail Review
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GUEST: Being "Right on the Money- New Principles for Bold Sales Growth," with Colleen Francis
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What to Say Instead of "What else should I be asking you?"
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Warren Buffett, and Name Dropping When Prospecting
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228 GUEST: Police Detective Interviewing and Interrogation Secrets, with Mike Butera
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A Template for Responding to "What's this in Reference to?"
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226 How to Keep Your Vocabulary Simple
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How to Be in the Present When Doing Repetitive Calling
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224 How to Motivate Yourself to Make Calls, Even During the Tough Times
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Negotiation Tips to Help Win More and Lose Less
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A Conversational Alternative to a Tired Objection Rebuttal
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GUEST: How to Sell, Without Selling Out (being salesy), with Andy Paul, with Andy Paul
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220 How to Get the Buyer to Write Your Presentation for You
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This Simple Sales Math Should Be Taught in School
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218 You Are Judged on this Every Time You Speak
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What to Do After an Immediate Brush Off on a Call
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Answering the Assistant's Question, "Are you a salesperson?"
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Slow Down, Unplug, Take Interest, and Really Connect
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Questions to Ask Yourself to Have Your Best Year Ever in 2022
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Only YOU are to Applaud--or Blame--for your Situation, and What to Do Moving Forward
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Making Your Offer Without Sounding Like That Sales Guy
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211 How to Find Out the Reason Behind Their Question
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Don't Take a "No" from Someone Unable to Give a "Yes"
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How to Revive Leads That Have Gone Silent
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Brief Sales and Motivation Tips (possibly older than you)
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Don't Send Anything to Prospects Without Asking This Question First
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Why Your Voice Mails are Ignored, and What TO Say Instead
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