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Sell Benefits, But Make Sure Your Customer Agrees!

Sell Benefits, But Make Sure Your Customer Agrees!

I'm All For Pitching... ... and with a book called "Sales Pitches that Snap, Crackle 'n Pop," I'd better be... right? Right. But please...

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Nine Steps To Selling At Trade Shows

Nine Steps To Selling At Trade Shows

You're all set... ... for your company's trade show. Stand, decor, brochures, business cards, smile. Sorry, but deep inside, you know...

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Muscle Memory & Selling

Muscle Memory & Selling

When It's Life Or Death Imagine for a moment your life is on the line, and you've hired some guy to watch your back. Would you want him to...

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The Love Coach, Revisited

Happy Valentine's Day! I couldn't resist dusting off my speech from the Toastmasters 2006 European Humorous Speech Contest, apropos to love... and...

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Sell With Your Head High: Differentiation

Sell With Your Head High: Differentiation

Stop Pitching Away Your Assets For Free I just saw this post, To Hell With The Sell by Blair Enns via my great friendĀ Ken Jacobs who helps...

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Sales & The Power of Apology

Sales & The Power of Apology

We may feel that apologizing puts us in a weak position during a sale. But the fact is, in sales, the power of apology is huge, if it's done...

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“Offers That Wow!” Guest Post, Ann Soderblom

“Offers That Wow!” Guest Post, Ann Soderblom

I'm delighted to have my good friend and fellow entrepreneur Ann Soderblom of Soderblom Design guest posting in Brave New Sales this week. In her...

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Spreading The Love As Toastmaster DJ

Spreading The Love As Toastmaster DJ

What do presenting and DJ-ing have in common? As I recently discovered at the Toastmasters District 59 Conference... a lot. If you love your...

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The Book: Sales Pitches That Snap, Crackle ‘n Pop

The Book: Sales Pitches That Snap, Crackle ‘n Pop

Now available onĀ amazon! In a B2B pitch, you're not there to close a deal, you're there to open a relationship. The three objectives of a...

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Pitching & Presenting: If You’re Not Smiling…

Pitching & Presenting: If You’re Not Smiling…

"Smile and the whole world smiles..." My father has said this ever since I can remember. "Smile, and the whole world smiles with you." It's...

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