Focus On Your Strengths, Not The Competition and Their Pricing

You must be able to compete in your industry and in your market with competitors whose prices are sometimes 20 percent to 25 percent less then yours. Accept it — there will always be  salespersons and organizations that can and will propose to do any service or provide any product for less than what you […]

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The Right Mindset will Reel in the Sales

I’ve been fishing for the past 13 years with my three boys, and we enjoy the thrill of the catch. When they were little, we went for small sunfish. We graduated to larger sunfish and then to crappie, largemouth bass, smallmouth bass, pike — and then this past year we went out and caught seven […]

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Selling the ‘Sizzle’

When asking for a room upgrade at a recent hotel stay, I was informed that my room would be the Presidential Penthouse Suite up on the top floor. “Great,” I replied. I found out the desk clerk was obviously kidding when it became apparent the hotel only had three floors. After arriving in the room […]

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