Your Assumptions (not the Objections) Are Killing Your Sales

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Your Assumptions (not the Objections) Are Killing Your Salesclosing the sale

by Keith Rosen on March 25, 2009 with 0 comment

It’s our assumptions around the sales process that often sabotage our selling efforts right from the start. Try this next time you get a price objection. “Your price is too high” can mean several different things depending upon who is sharing this perceived objection with you, certainly something different to each customer, depending on their …

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Why Your Hiring, Coaching and Retention Programs Suck

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Why Your Hiring, Coaching and Retention Programs SuckHow to Manage Your Team

by Keith Rosen on November 21, 2008 with 0 comment

Managers and executives who fail to accept 100% accountability for their teams are at the root of all hiring, coaching, and retention program failures. Here’s how to do it right. I hear things like, “C’mon Keith, 100%. Don’t managers get a little bit of a break here? How can we be fully accountable when I’m …

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Don’t Accidentally Teach Your Team to Avoid Full Accountability

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Don’t Accidentally Teach Your Team to Avoid Full AccountabilityAccountability

by Keith Rosen on November 10, 2008 with 0 comment

Sometimes understanding can come at the most unexpected times and in unexpected places. Here’s a lesson of accountability I learned in Burger King’s drive through. “What is that guy doing now?” It was just an odd maneuver. Something out of the ordinary from what would have typically been an everyday experience at the drive through …

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Debunking the Law of Attraction

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Debunking the Law of AttractionProspecting, Cold Calling and Networking

by Keith Rosen on November 5, 2008 with 0 comment

While the power of attraction can have a profound impact on your life as it relates to how you can manage your mindset to achieve your most precious goals and attract that which matters most to you, there is a loophole. Attraction without the action to support what you want to achieve and create most …

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Become a Clairvoyant Manager and Get to the Real Truth

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Become a Clairvoyant Manager and Get to the Real TruthHow to Manage Your Team

by Keith Rosen on October 31, 2008 with 0 comment

Do you ever get the feeling that your team isn’t being 100% honest and upfront with you? Learn this foolproof approach to extracting the truth from your people. Instead of confronting the person about their innate concern, the manager takes what this person says and tries to do their best to work their solution around …

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Defuse Any ObjectionSales Coaching

by Keith Rosen on October 4, 2008 with 0 comment

Rather than react to an objection with a statement that creates an adversarial posture between you and the prospect respond to the objections you hear with a question using the three step I.G.O. Permission Based Selling process to defuse them. After gathering the information during your discovery process, use this information to conclude your sales …

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The Value of Effective Communication & Presentation Skills

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The Value of Effective Communication & Presentation SkillsCommunication

by Keith Rosen on September 22, 2008 with 0 comment

If you want to increase the impact of your communication and presentations, it’s your responsibility to make sure that 100% of your message is truly understood by every person you speak with. My wife and I attended an open school night, the first time we had an opportunity to sit down and listen to the …

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Model What is Possible to AchieveHow to Manage Your Team

by Keith Rosen on April 12, 2008 with 0 comment

The most effective way to teach others—our employees, clients, even family members—is to exemplify that which we want to teach. Here’s how to efficiently coach others to become great business leaders. From the time you walk into the office, your appearance and disposition, as well as how you handle problems, talk to clients, complete tasks …

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