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If you happen to sell in a competitive industry, then here’s a webinar that can help you! It’s called How To Sell In A Competitive Environment and it will be coming to you, live, on August 17th, at 11:30 am EST! Here’s the plan . . . 15 Ways To IMMEDIATELY Set Yourself Apart and Position … continue reading »

So there you are in a situation, where you know, definitively, that you are one of several companies, competing for an account. Beware of these 5 mistakes; Don’t assume that you have to sharpen your pencil (even if you are told you need to). This puts the focus on price, and focusing on price leads … continue reading »

There are so many things  that could be considered a competitive edge, but unfortunately, they can also be duplicated. We’ve seen this with technology, chains of stores that once dominated the market, and even companies that claimed to have the lowest price . . . Until someone else came along and found a way to do … continue reading »

Let me ask the question again; How would you honestly, and I mean HONESTLY (as in No Bullsh*t) rate your performance so far, this summer? Before you answer, let’s get a few things straight; It’s perfectly fine to take vacations and three day weekends to recharge. In fact, make a note to stop listening to … continue reading »

What do you say when someone tells you that they are taking 3 bids? Better yet, what do you do? Or, how ’bout when your competitor(s) like to low ball, badmouth, misinform? When things get competitive, do you ever feel like you’re playing a defensive game, instead of being in control, and maneuvering your competitors … continue reading »

So there you are competing for someone’s business, and then you find out that your competitor is badmouthing you. What do you do? You obviously DON’T want to stoop to that level, but you DO need to respond if your prospect shares it with you. I have a three step formula that I teach my … continue reading »

If you happen to sell in a competitive environment, then this training will change the way you approach your opportunities. DURING THIS WEBINAR YOU WILL LEARN: 15 Ways To IMMEDIATELY Set Yourself Apart and Position Yourself To Be The Front Runner! What To Say/Do When Your Prospect Wants To Take 3 Bids. 5 Ways To … continue reading »

Sometimes things “get weird” with prospects and clients! Not because we made it weird, but because they asked something that made it so. It could be anything from “How much commission will you make on this?” to personal questions about your faith, marital status, politics, or even just a stupid question that has us asking ourselves … continue reading »

For the last 16 years I’ve worked on my presentation skills to the point of obsession. I’ve worked with coaches, participated in courses, modeled incredible speakers, read several books and probably practice more than the average speaker does. Through it all, there’s one simple piece of advice I was given by my coach that has served … continue reading »

Jim Lesko, is a member of our Sales Playbook community and recently asked me the following question; How do we develop the motivation to make the things we learn, a part of our lives? So many people tell me, I KNOW THIS, then I think to myself, then why don’t you DO THIS? So I … continue reading »