Monthly Archives: February 2013

What is your “Aunt Martha”?

Brian Tracy tells the story of a young couple who are only just scraping by. They don’t have any savings. Their Aunt Martha tells them that they are their favourites and they will inherit everything one she has gone. Time … Continue reading

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Posted in Attitude, Responsibility, Success | Tagged , , | 1 Comment

The Sharp Angle: Identifying the last objections

Have you ever sat in a sales meeting and your prospect is giving you some signals that they are ready to buy? When you move in to the close, suddenly the client brings up an unexpected objection and the sales … Continue reading

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Posted in Sales, Success | Tagged , , , | Leave a comment

What is the difference between a manager and a leader?

I was asked this question recently. One of the best answers I have came from Dondi Scumaci: People do not commit to a manager, they comply with a manager. People make commitments to a leader. Leadership is all about influence … Continue reading

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Posted in Integrity, leadership | Leave a comment