Four Words Sellers Should Never Use

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Moving leads to prospects to customers through your sales pipeline is the job of the high-performance sales professional. When there is a sales problem, the most likely reason for the slowdown is an inadequate number of new leads coming into the sales pipeline and or a jam-up of unqualified prospects in the sales pipeline. The solution to both of these problems is within your control.

Spike SanteeFour Words Sellers Should Never Use
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The Zone of Doubt and Blame

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Your new customer, the one you worked so hard to sell, the one that loved their commercial, the one you were so proud of, just called and cancelled their advertising. You sit there stunned, speechless, wondering what just happened.  Why did the customer, all of a sudden, decide to cancel without warning? Chances are your new customer found themselves in The Zone of Doubt and Blame.

Spike SanteeThe Zone of Doubt and Blame
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When It Bleeds It Leads

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That’s an old newsroom saying about which stories will be placed at the top of the list for publication or broadcast. It satisfies the natural compulsion of the public to gawk at the bad news along the way. The problem with that reporting philosophy in times like these is that it can cause you to take your eye off of your bountiful blessings and make you think things are worse than they really are.

Spike SanteeWhen It Bleeds It Leads
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Determined to Fly

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Orville and Wilbur Wright were good students and received good grades, but teachers reported that they “could not sit for very long” and paid “poor attention”.  Even in class, the Wright Brothers were constantly at work on their inventions.

Spike SanteeDetermined to Fly
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