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Business Tip 2: Follow The Money - Click To Read Article
When asked, virtually all executives we interview complain that their margins are shrinking. This is a concern since our market is a global, hyper competitive commodity and price driven, margin battering place. How you made money last year may not make you money this year.
Make 2008 Your Best Year Ever - Click To Read Article
New Year's resolutions? Go beyond the typical and follow Dave's advice to making this year the one you promised yourself you'd create.
Levels of Sales Competence - Click To Read Article
Most salespeople and sales managers often are unaware of where they fit on the sales effectiveness continuum. Dave Mather, a 30+ years sales trainer explains the basics of sales competence levels. His experience shows that less than 6% of salespeople ever reach to top level.
Business Tip 3 Getting Profitable Action - Click To Read Article
Few executives successfully connect others to the organization’s desired outcomes. Often what’s missing in their conversation is contrast.
Dont But Heads With Customers - Click To Read Article
Customer objections can become stepping stones or stumbling blocks. Many salespeople fall into the “yes but” trap which weakens their negotiating position and could blow the sale.
You Cant Afford Average Salespeople - Click To Read Article
Pitfalls of order-taking salespeople.
ProblemSolving's Problem - Click To Read Article
Problem-solving is deeply entrenched in our business culture. Dave Mather, a 30+ year business consultant, describes the pitfalls of being a habitual problem-solver and why this might hurt business results.
Change Is A Constant - Click To Read Article
Dave Mather, a 30+ years sales and business consultant gives new insight into the tired old subject of change. Become a genuine change master.
Objective Reality - Click To Read Article
If you want to create results that are truly important to you, it is critical to separate your
identity (who you are) from the results you want. Feeling good or bad about yourself has little bearing on the quantity or quality of your results. If you doubt this, consider famous people with extreme self-doubts or poor self-concepts who produced spectacular results. The results of standardized tests indicate that students who "felt good about themselves" often performed lower than the scores they predicted they would achieve.
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