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The Winner's Path

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Stop Pre-Judging and Start Pre-Qualifying Your Prospects All About Selling, Books by Keith Rosen, Business Coaching, Clients are fun. Case Studies in Sales and Leaders..., Cold Calling Tips, Executive Coaching, Experiences in Marketing, How To Close The Sale, How to Manage Your Team, How To Sell and Sales Tips, Insights in Business, Leadership Academy, Life Coaching and Career Coaching, Live Responsibly: Life Tips, Great Living, Prospecting, Cold Calling and Networking, Sales Coaching, Sales Management, Time Management Tips

Excerpt from The Complete Idiot’s Guide to Closing the Sale by Keith Rosen. Reprinted with permission by Alpha Books, a member of Penguin Group (USA) Inc. Release Date, January, 2007. Visit www.guidetoclosingthesale.com.  To permanently eliminate any confusion, lets draw a distinction between what it means to pre-qualify and pre-judge someone such as a prospect. If …

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People Do What Makes Them Comfortable

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People Do What Makes Them Comfortable Insights in Business

When it comes to making a purchase, people do what makes them comfortable, rather than what makes the salesperson comfortable. It’s necessary to know that simply because prospects are doing what makes them feel comfortable, doesn’t mean they are comfortable with the solution or even want to spend the money and make the purchase. Just …

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The Strategy of Keeping Your Business A Secret

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The Strategy of Keeping Your Business A Secret Insights in Business

Leaving your business out in the open makes it easy for competitors to steal your ideas. Sometimes it’s wise to make certain strategies top secret. I was talking to Jan, a client of mine about building her practice through more referral business. We worked on building her referral engine developing an approach that she was comfortable …

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Developing Your Next Big Idea

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Developing Your Next Big Idea All About Selling

I’m often asked “What do you when you have all these great ideas? Which one do you grab and act on first?” Here’s how I reply. My response is: Years of creation! The hardest part is getting it all out of your head and documented immediately; following through and then filing each thought, idea or …

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