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For most sales reps, rapport-building is easier in person than on the telephone. The reason is simple. In human-to-human communications, appearance (facial expressions, body language, semiotics) often communicates as much, or more, than the specific words that are spoken. That's why basic sales training always starts with how to dress, how to give Read More

Entrepreneurs are eager to use the rapidly emerging social networks and blogging tools to get closer to their customers, but first they need to devel Read More

Contrary to popular belief, to be a successful salesperson, it doesn't matter how much you know about your product or service. It also doesn't matt Read More

Most sales reps are trained to ask for referrals when they make the first sale to a customer, typically with a question like: “Do you know anyone els Read More

Maybe it's because Google and others have demonstrated there's money to be made at the local level through self-serve, but it seems as if there are Read More

Want to get your name out to locals and visitors alike? Take advantage of these online marketing sites and watch your business grow. By Igor Mordkovi Read More

Real world tips for treating your customers like they're the only ones in the world. Read More

According to a recent Synovate/Marketing Daily survey, 8 out of 10 Americans know what a blog is and almost half have visited blogs.rnrnOf course Read More

Now that you know how to get a truly effective customer referral (see my previous post), here's how to make referrals the core of your sales process, Read More