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The Abe Lincoln Unhappy People Solution
Andrew Wood
Every now and then you will get prospects who have heard something from a disgruntled customer, the rumor mill, an ex-employee or, more likely, a competing company. They will raise a question about . . .
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Sales Secrets from Hollywood, Broadway, and Television
Andrew Wood
It's a fact that your success, not just in sales but in life, will be based largely on your ability to communicate with others-those above you and those below you, those on your team, and those you wish to attract, those you serve, and those who . . .
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Elvis Solves a Major Sales Problem
Andrew Wood
A couple of years ago I hired a young man named Kemp. His unusual first name began to cause problems immediately. He'd call a prospect and say "Hi, this is Kemp from Legendary Marketing." The prospect would pause and then say . . .
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Categorizing Your Prospects for Consistent Follow Up
Andrew Wood
You should have already set up your own written criteria for each type of prospect that you are likely to encounter, and described each in detail, so you are consistent in the way you qualify each lead. This is important so you can judge . . .
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How to Get 48 Hours Out of Every Sales Day!
Andrew Wood
Time management is an essential skill for the successful accomplishment of both your personal and sales goals. Maximize your time at work so you have more freedom physically and mentally during your time off. When you go to work, start work . . .
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The Columbo Close
Andrew Wood
Few heroes have been less glamorous in appearance and seemingly less skillful than Columbo. Yet he became one of the most popular detectives of all time with his shabby raincoat and his trademark comment, "Oh, just one more thing!" . . .
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An Italian Boy's Confession
Andrew Wood
An Italian youth goes to confession."Bless me Father, for I have sinned. I have been with a loose girl." The priest asks, "Is that you, Joey Pagano?" "Yes, Father, it is." "And who was the girl you were with?" . . .
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