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8
Dated: 09-09-2014
Susan has been doing well in her insurance sales career for many years. She understands how to prospect, how to follow up on leads and referrals and how to offer excellent customer service. Yet, she’s amazed at how much more successful her colleague, Michael, is, when she puts much more time and sweat into her work than Michael seems to do. She wonders what is missing in her approach.
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8
Dated: 08-29-2014
Facing off with a screaming, unreasonable, irrational customer represents the ultimate test of any employee’s service skills. It can take you to your breaking point if you’re not careful. Staying grounded and above the fray requires you to find inner strength, and persevere beyond the initial difficulties.
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8
Dated: 08-29-2014
Although I’ve now spent over thirty years in front of audiences, it wasn’t until my junior year in high school until I took to the stage. I was fortunate to have an amazing teacher and director named Rob Ramoy who didn’t ask me, but told me to audition for my first show. The show was Damn Yankees, and I probably would not have tried out if it wasn’t for the fact that I saw it as an opportunity to play the role of a baseball player on my favorite team; the Washington Senators. What I didn’t know was that this was not only going to ignite a love for performance that remains to this day, it was also going to teach me one of the most important lessons in acting, and business I would ever learn.
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8
Dated: 09-09-2014
Every time I think of Big Data I reminisce my childhood and the Brothers Grimm tale, "Hansel and Gretel." Individuals today are very much like this story, leaving trails of breadcrumbs as we live our lives. Marketers follow those trails to decipher who we are and the behaviors we carry on.
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8
Dated: 08-29-2014
Face to Face networking is, or should be, a salesperson’s second priority after real prospecting efforts. But there’s a lot that salespeople don’t know…
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8
Dated: 08-07-2014
“If a man is called to be a street sweeper, he should sweep streets even as Michelangelo painted, or Beethoven composed music or Shakespeare wrote poetry. He should sweep streets so well that all the hosts of heaven and earth will pause to say, 'Here lived a great street sweeper who did his job well.” Martin Luther King, Jr.
I absolutely love this quote by Dr. King. Every time I read it, I can clearly hear this great man’s booming voice filled with passion as he inspires all to excel at every task, no matter the size.
$authorProfileLink
8
Dated: 04-06-2015
I've heard you mention several times the importance of prioritizing and targeting customers. Can you shed some more light on this?
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8
Dated: 08-07-2014
Your skills aren't holding you back from making big sales. Your low emotional IQ is. Here are the six mistakes you're making, and how you can fix them.
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8
Dated: 08-28-2014
Do you know why it takes so long for a buyer to buy? If the buyer knows they have a need, and they like you and your solution, shouldn’t it be easy? Yes. It is easy. But not with the sales model alone.
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8
Dated: 08-07-2014
Charisma is what makes Charlie so appealing. At, 72, with a full head of black hair; he is healthy and hale to say the least. At work, Charlie goes by his first name. He is friendly and familiar. He is loved; you can tell that by the interactions between him and the many frontline employees. When I met Charlie last year his title was CEO though he supposedly worked half time (not really) and he did not own the company anymore (an interesting point).
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