Monthly Archives: July 2013

Sales Call Checklist Module Seven-Stories

Individual people respond to stories about individuals. Read the book Made to Stick. The authors are Dan and Chip Heath. They tell a story of two different add campaigns soliciting donations of food for starving people in Africa. One solicitation gave horrible statistics about literally hundreds of thousands of deaths. The other spoke of the suffering of one particular seven-year old girl. The individual story about the individual girl’s suffering out performed the overwhelming statistics by far. Continue reading

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Distorted Thinking Hurts Your Sales

Have you ever gotten out of bed completely down because you had to face something?  Maybe you knew that you were going to have an uncomfortable conversation with your boss or coworker.  The idea of facing rejection on all of … Continue reading

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