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'Stick' Or 'Carrot ' - Which Is More Powerful? - Tutorial For Politicians, Sales Managers & Dictator - by Robert Seviour The principal forces inducing the human race to take action are 'Stick' and 'Carrot'. Understanding how they work and which is the more powerful is essential if you wish to wield influence. Salespeople - Shut Up And Listen To Me - by Robert Seviour Shut up and listen to the customer. Otherwise you may talk yourself out of an easy sale. What Does A Good Customer Look Like? - by Robert Seviour Pre-judging will lose you sales. Professional salespeople know this and treat all prospects with respect. Salespeople - Take A Lesson From Sheepdogs - by Robert Seviour Sheepdogs know instinctively how to approach the close. Let a four-legged sales-trainer teach you an important lesson. Salespeople - Beware The Friendly Buyer - by Robert Seviour It's nice to meet friendly buyers, isn't it. But what if the pleasantness they exude is just a device to get rid of you without a fuss? If there's any doubt, clear it up by closing hard. How To Set Sales Appointments On The Phone - by Robert Seviour If you don't know what to say on the phone to set appointments, use this simple formula. It has been tested and found successful thousands of times. Two Words - To Quickly Uncover Your Buyer's Motivations - by Robert Seviour Two common words are the 'open Sesame' for discovering your buyers' motivations. But there is a lot of misinformation surrounding this subject. Here is what you really need to know. 'Just Tell Me The Price' - How to Deal With Domineering Prospects - by Robert Seviour Do you encounter aggressive customers? Here is a good way to take control and turn them into pussycats and make them purr. |
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