What Holds Us Back From Business Success?

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We all start our businesses with great dreams. Owning your own business is an opportunity to achieve a level of success that most of us will never realize in the corporate world. Why then is success so elusive?

Without a doubt there is a huge gap between dreaming about success and actually achieving it. What holds back so many small business owners and entrepreneurs? There are certainly many factors but one of the main culprits is business development.

Put simply, many new ...

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Cold Calling Tips-The “Mirror” Technique

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If you’re a sales manager who runs a team calling on the phone, consider putting up mirrors on the walls to replace all those motivational posters.

According to reports out from Sales & Marketing Executives International, sales teams can increase their productivity by up to 45% if they are looking at themselves in mirrors as they make their calls.

Vanity? Not really. Apparently by looking at oneself in the mirror it counterbalances the one sided nature of cold calling by psychologically introducing ...

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How To Cold Call With The People You Meet Everyday

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Think about it for a moment…how many new people do you meet in a day? And imagine if you were just a bit more proactive in introducing yourself (using some of the scripts/techniques I’ve prepared for you.)…how many more people would you be able to add to your network of relationships?

I did a small experiment the other day. I obviously get my hair cut on a regular ...

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Cold Call Selling Tips-Making Sure Your Prospect Doesn’t Lose Face

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If you sell to corporations, you know that one of the biggest obstacles you face is what I call “Losing Face”.

Your prospect, whether he/she be a purchasing manager or a senior executive, the thing that they’re the most worried about is making a bad decision. In fact, the fear of making a bad decision usually out weighs the benefits that would come from taking the initiative or exploring a new option.

If I had to sum it up in one word, ...

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How To Cold Call-Not For Wimps

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There’s nothing I love more than a great sales presentation. If you’re in sales you know what I’m talking about.

I think that great sales people really appreciate other great sales presentations. Much the same way as great copywriters tend to be great readers and admirers of other great copywriters.

But, my oh my has the art of using the telephone to build relationships fallen by the wayside. It seems that callers are either 1)overly aggressive 2)total wimps or 3) can’t overcome ...

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Cold Call Selling Obstacles-Procrastination

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I think that procrastination has wreaked havoc on more business development efforts than Godzilla rampaging through the streets of Tokyo. And when it comes to using the telephone as a tool for generating new business…well there’s no shortage of reasons for “why we can do it later”.

What makes procrastination so difficult to overcome is that recognizing it is one thing. Doing something about it is an entirely different matter. However, I think that a lot of the old stand-by methods ...

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Does Cold Calling Work?

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Posted by Mark Satterfield in Cold Call Selling, Cold Calling Scripts, How To Cold Call on July 13th, 2009

It’s probably the most reviled term in any business owners lexicon, but the reality is that cold calling actually does work.

Sure it’s bit like plowing a field with a mule.

But if you have extra time on your hands, and not a lot money to spend, it’s a way that actually will generate you some new business.

If you do it right.

But…(and this is ...

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