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Stories That Sell
By Craig Harrison
Staying Motivated in Challenging Times
By Dave Kahle
Are You Impressive or Impactful?
By Jill Konrath
Preparation Equals Negotiation Success
By Colleen Francis
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8 Sales Questions You Can't Live (And Sell) Without
By Jim Domanski
Disarming the Price-Squeezing Customer
By Paul Cherry
Persistence Without Stalking
By Kelley Robertson
Communicating a Price Increase
By Mark Hunter
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Success Is An Inside Job
By: Bill Caskey
Contrary to the old adage, I believe great salespeople are made, not born. Furthermore, the "making" of a great salesperson involves more than just going to the right training classes or having the right coaches. It also requires developing the attitudes, attributes and inner discipline that allow you to maximize what you've learned in those classes and coaching sessions. What are these qualities? Following is my list of the top five attributes of a high-performance sales professional.
Mental toughness. This is skill number one for all salespeople, yet typically it hovers below the radar screen of most conventional sales trainers and recruiters. The top 5% of sales professionals achieve at a higher level than 50% of the rest. Some might attribute these results to...
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