Vows of Silence

Trappist Monks take a Vow of Silence.  They believe that it clears their minds for the purer contemplation of God. I’m not suggesting we become Trappist Monks but I am suggesting that we vow to use silence more in our selling. The general rule of listening and talking is the customer talks seventy percent of

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Our Approach Matters

Recently one of my students told me he learned something.   “James, I’ve finally learned how to sell manufacturers.”   I asked him what had changed.   “I speak to them with a more serious tone.”   This student happens to have an outgoing personality and approaches most people with an open, joking style. “James,

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