Category Archives for "Webinars"

Secrets of Selling to the Combo Pack

 ​Notes: Imagine if you could have complete and total control over your prospects. Think about that. You’d never be short on cash. You’d never have a deal go sideways. You’d never face any unpleasant surprises. Unfortunately, people don’t always do what we want. They do what they want. And a lot of what they want – […]

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Secrets of Selling to the Green

 ​Notes: What comes to mind when you think of tiny houses, Priuses, and recycling bins? If you said “green living,” you’re absolutely right. And there are a lot of people out there whose lifestyles reflect their motivation to save the earth and make it a healthier, happier place. Experts in buying psychology have dubbed this group […]

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Secrets of Selling to the Faker

 ​Notes: Have you ever been taught to fake it ‘til you make it? We’ve all done it at some point in our lives. Maybe you’re still doing it now. The only problem is that when we accept that we have to fake it, our brains interpret it as “we’re not good enough the way we already […]

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2 Secrets of Selling to the Royal

 ​Notes: Do you ever struggle with feelings of self-doubt when you’re talking to a seriously high net-worth individual? If you answered yes, you’re far from alone. Why is that? Well, it’s pretty simple. Many of us view them the same way we do celebrities, and that can make us feel like we’re not worthy (even though […]

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Secrets of Selling to the Joiner

 ​Notes: Every moment we’re awake, we’re exposed to more advertising than our brains could ever possibly absorb. Nearly 10 hours a day. Seventy hours a week. More than 30 years of our lives are spent consuming media. You’d better believe it’s making a huge impact on us and rewiring our brains in ways we can’t even […]

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2 Banish Fear and Embrace Your Power

 ​Notes: Working in sales can sometimes feel like a roller coaster ride. When things are going well, you’re on top of the world – nothing can stop you! When they’re not, though, that’s when the fear sets in, and it can be a hard feeling to shake. We’ve all experienced fear in our lives, and it […]

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2 Secrets of Buying Psychology

 ​Notes: We are living in the age of distraction.As you’re reading this, your phone is probably lighting up with text messages, social media notifications, and emails advertising what’s on sale at your favorite store. All these things are at war for our attention.On average, we consume 590 minutes of media each day. And how many are […]

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Chapter Two: Position Yourself to Win Every Client

 ​Notes: Salespeople need to master the art of positioning. It’s a foundational skill that has a direct impact on their ability to earn. When you’ve mastered positioning, you’ll benefit on every level, from lead generation all the way through the customer lifecycle. During this webinar, I explained the fundamental elements of positioning in the context of […]

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15 Chapter One: The Magic of Instant Rapport

  ​Notes: I moved fourteen times before graduating from high school.That meant fourteen addresses to learn. Fourteen neighborhoods to navigate. And fourteen completely different groups of people to meet.Should I put my head down and drift around like a ghost, knowing I’d be gone before the school year ended? Or should I embrace the challenge and […]

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