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By Chris Peterson | Sep 30, 2021 8:50:00 AM | 0 Comments

Do you want to be an enlightened salesperson?

I read a short story recently about a new Zen student that enters a school to become enlightened. After arriving, the student approaches a teacher...
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By Chris Peterson | Sep 23, 2021 8:50:00 AM | 1 Comment

A fundamental selling skill that you must have to be great.

When I made the varsity baseball team in tenth grade, I was ecstatic. Looking back over the last 36 years, that might be the most excited I’ve ever...
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By Chris Peterson | Sep 16, 2021 8:50:00 AM | 0 Comments

How does your sales team feel when you arrive?

A friend of my wife was seeking my advice a few weeks ago about her boss. She’s a highly educated and polished professional who works for a large...
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By Chris Peterson | Sep 10, 2021 7:00:00 AM | 0 Comments

"When" is the most important question to ask.

In helping our clients implement our forecasting process, we join meetings in which salespeople will report a sales forecast to leadership. My...
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By Chris Peterson | Sep 3, 2021 7:50:00 AM | 0 Comments

Are you an order taker?

I bet you instinctively answered this question defensively with a powerful “no way”. When we hear this term, we just think of a salesperson...
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By Chris Peterson | Aug 26, 2021 7:45:00 AM | 0 Comments

How do you know that you're on the way to success?

A day after receiving my second Covid vaccine shot, I started feeling mild side effects. Of course, I went online and did my research – how bad were...
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By Chris Peterson | Aug 20, 2021 8:50:00 AM | 0 Comments

You still have control of this part of the sales process …

Earlier today, I worked my way through the Indianapolis airport to fly home to Orlando. I had a very pleasant experience. Since flying is typically...
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By Chris Peterson | Jul 30, 2021 8:50:00 AM | 1 Comment

How can I convince my customer to meet with me to review my proposal?

Before reading further, you must believe that that there is an advantage to you and to your customer to be able to present your proposal in person....
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