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The ART of business relationships is Authenticity, Relevance and Trust.™ Although most sales programs focus on building trust effectively (and they should), seldom is Relevance discussed or recognized. Here’s the question: If your prospect/customer trusts you, but you don’t regularly demonstrate your relevance, are you truly a Partner-Advisor to your client? Relevance is critical. Today, [...]

That is the question I am asked by business owners who are planning their sales and marketing campaigns. The first question I would ask is, “How do you plan to use it?” Here are the answers I receive: • “As part of a direct mail campaign.” • “In the sales call to help explain our [...]

YOU HAVE TO YELL “TRICK OR TREAT”! I don’t know about you, but if a kid shows up at my house and just stands there, they don’t get any candy. Every kid who comes to my house has to say “Trick or Treat” before they get their chance at the goodies! AcSELLerate Sales Tip: If [...]

What happens when a squirrel runs into the middle of the street and can’t decide whether to turn right or left?  You guessed it!  Such is life for indecisive squirrels.  It’s the same for indecisive sales professionals. Decisiveness, according to Webster’s, is the power or quality of deciding. This is such an enormous quality for [...]