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Author Archive | Jill Konrath

Words Decision Makers Love to Hear

Blog post by on April 17, 2014

Decision makers don’t care about your porduct’s speed, specifications, or efficiency. They don’t care about the wonderful methodology you use. Your offering is simply a tool. They care only about the results your offering delivers for them. …

Achieving Outrageous Success

Blog post by on March 30, 2014

Every once in a while, someone jolts me out of my comfort zone – and makes me question what I’m doing. Dan Waldschmidt, author of the new book EDGY Conversations, is one person who always seems to …

How to Hire & Onboard Salespeople – The Right Way!

Blog post by on March 24, 2014

Thinking about hiring any new salespeople in the not-too-distant future? Or are you still suffering from a bad hire? If so, check out my interview with Lee Salz, onboarding expert and author of Hire Right, Higher Profits. …

[Video] Dealing with Crazy-Busy Prospects

Blog post by on March 12, 2014

How does being “crazy busy” impact selling? It affects your prospects in a huge way.  First of all, your prospects put up barriers to access. They’re protecting their time at all costs so it’s much harder to …

Jolt Your Prospects to Get Their Attention

Blog post by on February 28, 2014

As I write this, I’m flying home (via Delta) from a speaking engagement in Orlando. I fly a lot; it’s part of my business. When the flight attendants give their safety overview, I never pay attention. I …

Two Ideas for Breaking Through Sales Barriers

Blog post by on February 19, 2014

Recently I was approached by a salesperson who was facing a tough challenge. When he gets his targeted buyers on the line he frequently has to deal with these sales objections:  “We recognize your proven credentials but aren’t …