What do decision makers really want to know from you as a service provider? The question is simple. The answer is also simple, but carrying out the request can be more complicated. According to Darlene Price, author of Well Said! Presentations and Conversations that Get Results, decision makers want to know how you can help them. Listen as she explains the three things they're specifically looking for, as well as how to persuade decision makers and how to conduct "powerful conversations."

Direct download: Presenting_to_decision_makers_Price.mp3
Category:podcasts -- posted at: 7:00am EDT

The best way to close more deals and develop close relationships with clients might not match what you think it is. The fact is suggesting a competitor, as contradictory as that might seem, is the best way to build loyalty and win that buyer's business. Listen as Andrea Howe explains why that works, as well as barriers that prevent service professionals from succeeding with sale

Direct download: Close_More_Deals_Howe.mp3
Category:podcasts -- posted at: 7:00am EDT

When looking at the characteristics and actions of various CEOs, it's clear that the most successful executives do things differently than their counterparts. Listen as William N. Thorndike, author of The Outsiders, explains the characteristics of the eight CEOs he profiled in his book and how their actions helped their companies achieve huge success.

Direct download: Successful_CEOs_Thorndike.mp3
Category:podcasts -- posted at: 7:00am EDT

Just like buyers have a fight or flight response when confronted with an aggressive sales approach, salespeople also have that response when dealing with challenging buyers. And that often causes them to say or do the wrong things during a sales call. In this interview, Colleen Stanley, author of Emotional Intelligence for Sales Success, discusses how to control that response and the importance of emotional intelligence in the sales process.

Direct download: Emotional_Intelligence_in_Sales.mp3
Category:podcasts -- posted at: 7:00am EDT

Many people get excited about the latest and greatest social media platforms, thinking they have to use whatever new pops up. The truth is you must assess each one to determine if it's right for you. And you have to do it regularly, as the networks are continually changing as are buyer preferences. Listen as Michelle Golden, author of Social Media Strategies for Professionals and their Firms, discusses strategy for deciding which social networks to use and how firms use them to nurture client relationships and grow business.

Direct download: Social_Media_for_Professionals_Golden.mp3
Category:podcasts -- posted at: 7:00am EDT





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