The REAL Truth: Uncovering and Defusing the Right Objections

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The REAL Truth: Uncovering and Defusing the Right ObjectionsCommunication, sales tips

by Keith Rosen on August 18, 2013 with 0 comment

When talking with someone, did you ever get the feeling that they were not being 100 percent honest and upfront with you? Here’s a good way to respond. While many people have felt this way, whether it’s a business owner, manager, parent, co-worker, coach or consultant, I’m often told that they really don’t know how …

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10 Sales Goals Worth Setting Today

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10 Sales Goals Worth Setting TodayGoal Setting

by Keith Rosen on August 13, 2013 with 2 comments

If it’s ever been a struggle to create what you want most when setting sales goals, your goals and the strategy to achieve them may not be serving you best. With the dramatic changes in our economy and in our society, it’s no wonder that many of us are asking ourselves, “Now what do I …

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Are You Selling the Wrong Product?

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Are You Selling the Wrong Product?Sales Training, training for managers

by Keith Rosen on August 3, 2013 with 2 comments

When prospecting, you sell a very different product than what you think your clients end up paying for. Do you know how to sell the right product at the right time? Here’s the visual. You’re in prospecting mode. Whether you’re about to walk into a place of business looking for new clients or pick up …

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[Video] Abandon Your Role as Chief Problem Solver

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[Video] Abandon Your Role as Chief Problem SolverSales Training

by Keith Rosen on July 25, 2013 with 0 comment

If you want to empower your people to take ownership of their respective roles and be effective at handling their own challenges, transition from the Chief Problem Solver who has to fix everything to the Chief Problem Solver who Coaches their people to their own solutions. Otherwise, you’ll continue to create what every manager wants …

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6 Tips to Build Your Own Exemplary Sales Team

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6 Tips to Build Your Own Exemplary Sales TeamSales Coaching

by Keith Rosen on July 14, 2013 with 0 comment

Managers and salespeople have wondered why salespeople fail for years. Follow these 6 tips and you’ll never think about failure the same way again. “Why do salespeople fail?” A question that managers, as well as their salespeople have asked for decades. And one contributing factor that keeps this question alive and in the forefront of …

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How to Deal with the Consummate Complainer

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How to Deal with the Consummate ComplainerExecutive Coaching, Sales Management

by Keith Rosen on June 30, 2013 with 0 comment

Have a complainer on your team who likes wasting time discussing quota, compensation, policy and procedures that you, as the manager, have little or no control over? Here’s how to shift the conversation from something you can’t control to something you can. Managers struggle with how to handle those conversations with their direct reports that …

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How to Coach the Short-Term Players on Your Team

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How to Coach the Short-Term Players on Your TeamSales Coaching, Sales Training

by Keith Rosen on June 15, 2013 with 0 comment

How do you justify investing the time developing your inside salespeople to consider long-term sales careers when so many of them are just waiting to be promoted to their next position? Simple. You still do it. Actually it’s not “Either-Or,” there’s an “And,” as well as a third critical component to uncovering motivation which will …

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How Effective Is Your Communication?

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How Effective Is Your Communication?Communication

by Keith Rosen on June 2, 2013 with 0 comment

The activity that occupies approximately 70% of our waking hours is also what we tend to struggle with on a regular basis. Most of us were never taught how to communicate in a way that produces consistent, desired results but it’s never too late for a communication upgrade. So, you think you’re an effective communicator? …

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