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Don Gilman

Monthly Archives: March 2011

Deliver your Offer and Close!

Last month, we discussed how your attitude when closing was absolutely critical to your success. A bad attitude equals no sale, and a good attitude equals a high probability of making a sale. We continued the dialogue by analyzing the … Continue reading

Posted in Business Consultancy |

The $$Million Dollar 5 Step Objection Handling System

In last month’s newsletter, “Deliver your Offer and Close,” we reviewed the critical elements that need to be included in your sales presentation, especially The Offer, and we reviewed some of my favorite closing techniques. Wouldn’t it be great if … Continue reading

Posted in Business Consultancy |

Clarity of Vision

One of the Sales Axioms which I’ve always taught is the following: “A confused person will never buy” Yet, time after time, I witness sales reps who manage to garble, obfuscate, and alter their key sales messages to such an … Continue reading

Posted in Business Consultancy |

The Attractive Salesperson

Are you attractive? Of course you are, but we’re talking about a different type of attraction — not just physical. Why is it that some salespeople seem naturally “lucky?” How can some people always be in the right place at … Continue reading

Posted in Business Consultancy |

Are you Hypnotized?

The popular view of hypnosis, often portrayed in television and motion pictures, is that of unconscious or semi-conscious subjects that quack like ducks or moo like cows, often to a highly-amused audience. Under the direction of mesmerizing hypnotists, these hapless … Continue reading

Posted in Business Consultancy |