Business – A War Without Bullets
In 1964, two men shook hands and formed Blue Ribbon Sports, a running shoe company, inspired by a Japanese company. Five years
December 27, 2016
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New Home Sales Training: Unsold Homes Are Not An Asset
I know an inventory of new homes may look like an asset on the balance sheet, but they can clog your cash
March 8, 2012
New Home Sales Training: Breaking News
Reporting live with breaking news: The Pity Train has just derailed at the intersection of Suck-It-Up-and-Move-On and We-All-Have-Problems-So-Get-Over-It. After much screeching, it
February 29, 2012
Do you have a makeshift mindset?
Depending upon which economist is being quoted in the newspaper, housing sales are either so far down there’s no hope for recovery
March 2, 2011
"You're Not A Salesperson If You Give It Away"
It is a misconception that customers are only concerned with the lowest price. Many salespeople and business owners think this is so.
November 4, 2008
Closing Techniques: The Invitational Close
This close is the first closing technique I learned primarily because of its simplicity. Yet, through the years it has become one
October 30, 2008
Closing Techniques: I WANT TO THINK ABOUT IT CLOSE
Sales trainer Tom Hopkins has his students memorize this technique word for word in his three-day boot camp sessions, and I personally
October 28, 2008
The "Law of Six"
In sales there is a universal axiom that sales trainer Brian Tracy calls The Law of Six. It states, "customers really have
October 17, 2008
Time or Money?
I talk to sales and business people every day who tell me they are overwhelmed by the current events of the day.
October 14, 2008
The 12 Fundamental Tactics of Negotiation, The Finally!
As we have been discussing, the fundamental negotiation tactics must be memorized so you not only learn their applications, but also how
August 1, 2008
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