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dsteel

  1. Thanksgiving is upon us (Happy Thanksgiving), 40 days until the new year. It's time to reflect...What are you thankful for this past year? about 5 hours ago from Ping.fm
  2. Should Your Job Title Read Coach or Administrator? http://bit.ly/4U3J29 6:09 AM Nov 25th from TypePad
  3. What would you do if you had the influence of a celebrity? 3:52 AM Nov 24th from Ping.fm
  4. book download was a huge success, crashed server, if you got an error it is now back up and running http://ping.fm/COitf 10:18 AM Nov 17th from Ping.fm
  5. It all starts with an event called the base event. The Base becomes increasingly more important the larger the magnitude of the decision 8:08 AM Nov 15th from API
  6. "Study the past if you would define the future." 6:37 AM Nov 15th from API
  7. Driver Threshold is when a Driver has enough impact to create value for the consumer. At this point any additional benefit is inefficient. 7:32 AM Nov 14th from API
  8. There is a direct correlation between the Potency of a Driver and results obtained. 6:30 AM Nov 14th from API
  9. Mutual Value Sales starts with the premise that the sales process innately offers value to the prospect as well as the salesperson 1:33 PM Nov 13th from API
  10. Connect with me on youtube http://cli.gs/5SWAG 7:45 PM Nov 12th from API
  11. Just added myself to the #entrepreneur Twitter list on http://twibes.com 7:29 PM Nov 12th from Twibes
  12. Just launched a new book sales management book , download it for free at http://ping.fm/dJdvR 8:09 AM Nov 12th from Ping.fm
  13. Hiring and Retaining the Best Reps! http://bit.ly/25gKSu 5:12 PM Nov 11th from TypePad
  14. Mutual Value Sales starts with the premise that the sales process innately offers value to the prospect as well as the salesperson. 7:32 AM Nov 9th from Ping.fm
  15. Mutual value probes are questions that encourage a prospect to analyze his/her situation and speculate on possibilities 9:42 AM Nov 5th from API
  16. One of the most important uses of closed probes is to confirm that a prospect does, in fact, have a need 8:39 AM Nov 5th from API
  17. CLOSED PROBES limit a prospect’s response to yes or no 6:51 AM Nov 5th from API
  18. developing time maching sales concept Past->Present->future. 1:50 PM Nov 4th from Ping.fm
  19. OPEN PROBES encourage prospects to respond freely 6:35 AM Nov 2nd from API
  20. Probing to uncover the need behind the need is particularly useful when prospects are very specific about what they’re looking for 3:08 AM Nov 1st from API