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Sales Obesity, Pt. 3: The Buddy System

It’s six o’clock in the morning, you’re lying in bed, and the alarm goes off – time for your workout! In the middle of a stressful workweek, how likely are you to get up instead of sleeping that extra...

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Inspiration and Prospecting

I have something of a confession to make – I do a horrible job planning for my blog posts. I’m the kind of person who uses the excuse “I work best under pressure” to justify putting off writing my post...

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Overcoming Objections

Identifying and overcoming prospects’ objections is a vital skill that every sales person must possess in order to be effective. Here are a few articles that give some great advice on how to identify...

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You Listened, but Did You Really Hear?

As a salesperson, objections can be discouraging. Here you’ve (hopefully) just spent all that time researching and asking questions so that the solution you finally got a chance to present could be...

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Articles for the Team Player

Here’s a list of a few of my favorite blog posts related to improving how your team works together. Sometimes the connection is obvious. Sometimes it’s not, but if you take the time, you’ll find...

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Taking Out the Trash: Getting Rid of Toxic Customers

Wouldn’t it be nice if every customer were ‘The One.’ You know, the one who seamlessly meshes with your team and fits your culture to a T. The one who totally buys into your process or product and...

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I Don’t Know, But…

Have you ever been on a sales call and had a prospect ask you a question you just couldn’t answer? I don’t mean a question that you didn’t want to answer – I mean a question that you honestly don't...

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Don’t Jump Ship before You Hit the Iceberg

Sometimes, as a salesperson, you just have to give up and stop pursuing a prospect that isn't going to work out. At CFS, we teach and use a technique called “going for no." It's a way to overcome radio...

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Sales Obesity, Pt. 1: Fad Diets

While trolling my favorite sales blogs, I found a link to this tiny sales article, “What Do Diets and Sales Approaches Have in Common?,” by Dave Stein. Honestly, it was one of those links I clicked on...

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Sales Obesity, Pt. 2: Back to Basics

Last week, I started this series to expand on a little article I found while checking out my favorite sales blogs – “What Do Diets and Sales Approaches Have in Common” by Dave Stein. While last time,...

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