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Gift of the gab?

By Austen Hempstead | March 14, 2015

“Most people think that ‘selling’ is the same as ‘talking’ but the most effective salespeople know that ‘listening’ is the most important part of their job” Roy Bartell

Staying in the game

By Austen Hempstead | March 7, 2015

Next time a prospect is saying “No” to your suggestion that you meet, try asking this “Are you saying that because you can’t ever imagine wanting to buy (your product / service) or is it just bad timing on my part?” If the prospect says they’ll never want to buy, you can delete them from …

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Who, you?

By Austen Hempstead | March 1, 2015

Yes you. The truth is that some people won’t buy from you because they don’t like you. I know it’s hard to believe that there are some prospects out there who won’t warm to your charm, wit and charisma but that’s the way it is. So why not pair-up with someone (in or outside of …

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