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Sue has spent years honing her craft, and if you’ve ever heard her speak, you know how passionate she is about what she does. If you have not witnessed her in person, you can still learn from her and enjoy her years of research, professionally and passionately laid out in writing for all to enjoy.

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Two Tactics to Get Your Prospecting Email Opened

| Email Etiquette & Productivity, Featured | No Comments

At this moment, I have 135 emails in my inbox. I admit to using my inbox as my to-do list, and you may be a “zero-email inboxer.” Either way, we…

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How to sell in a “buyer’s market”

| Featured, Selling Skills | No Comments

There’s a lot of talk these days about this being a “buyer’s market” with sellers constantly being reminded they’ll be expected to provide additional “concessions” to win the business.

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Personalize Your Proposal … or Die!

| Email Sales Writing, Featured, Selling Skills | No Comments

Okay… so the heading may be a bit extreme. Or, maybe not. Not if you’re in sales and you want to sell. Being relevant has always been key and thankfully,…

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3 Ways to Immediately Close More Business

| Featured, Selling Skills | No Comments

Every sales person needs to close the sale yet the idea of “closing” (think about these examples [but before you play, know these are not G rated clips]:The Wolf of…

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Dump the Mystery Shop to Build More Sales

| Email Etiquette & Productivity | No Comments

A new client was explaining how customer-centric his luxury brand is, yet customers, when queried, weren’t exactly feeling the love – nor selecting his hotel. Me: “Are you shopping your…

EmotionSales

Emotional Authenticity: The Key to Greater Sales Success

| Business, Communication Skills, Featured, Selling Skills | No Comments

I’ve been meaning to start blogging again, with the promise of staying consistently consistent, and reading MPI’s “future of the meetings industry” forced me into it. It was a post about…

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A False Positive When Selling

| Selling Skills | No Comments

My client invited me to skype into her sales meeting. “Wait until you hear what they think is a legitimate – a hot! – lead. It will make you sick,”…

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Why you are likely selling the wrong thing

| Communication Skills, Selling Skills | No Comments

What matters to your customer? It’s the only thing that matters. I was lucky enough today to have a great convo with a DOSM who said she learned from a…

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4 reasons (and what you can do) to get business from your “friends”

| Featured, Selling Skills | No Comments

One of my very best friends is an independent meeting planner who hires speakers for her clients. But I can’t remember the last time she hired me. And it’s my…