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Urgency Based Selling

How Salespeople Improve Civilization

March 23, 2021

  Salespeople improve civilization. An extraordinary notion on the surface, isn’t it? Our culture is strongly influenced by negative works like “Death of Salesman” written by Arthur Miller. What Miller teaches us is that at least some representative salespeople are slimy losers who cheat their way through life and meet a miserable end. Vilifying salespeople […]

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Overcome the “Tyranny of the OR”

February 28, 2021

  There are so many false alternatives in selling – for instance:   Should I do customer service or business development Should I form a social relationship or a business relationship Should I fill out the paperwork or should I sell? We help you substitute an “AND” for an “OR” – overcome the “Tyranny of […]

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Selling’s Curse: Unpredictability

February 28, 2021

Salespeople fail when we don’t help them manage the unpredictability of true selling. We see this unpredictability in the five contexts of true selling: 1. New customer 2. New division/department of existing customer 3. Upselling/cross-selling the customer who cherry-picks our offering 4. Increasing our share of business, when split with a competitor 5. Raising or […]

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All American Entertainment Speakers

October 7, 2020  

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Interview with Sims Wyeth

September 9, 2020

Sims Wyeth, coach for high stakes executive presentations, interviews Andy Gole about Urgency Based Selling. Here’s the link to the interview: Interview with Andy Gole  

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The Salesperson as Poet

June 30, 2019

Great poets express ideas and emotions beyond our day-to-day capacity. These poets activate and connect us with a dormant part of our humanity, helping us grow and experience life on a higher plane. Great salespeople provide a similar function for their clients. Very often the prospect or client can’t articulate what she needs. Particularly for […]

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Radio and Podcast Interviews

April 19, 2019

1. Innovate Now – Scale Up with 16 Breakthrough Sales Techniques WSOU: Leadership with Darrell W. Gunter     2. Innovate Now – Breakthrough Sales Techniques, POP! Innovate Now! – Breakthrough Sales Techniques 3.  Selling and Emotional Intoxication, with Sales Talent Agency in Canada: 4.  Business Matters, with Karl Fitzpatrick, live on Irish […]

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From – Tell Powerful Stories

March 26, 2019

Powerful stories provide emotional reality and authenticity to our communication, developing trust. This is especially important for salespeople, as they can oftentimes be perceived as self-interested as opposed to advocating for the customer. This leads to skepticism. When illustrating the power of skepticism, I like to tell the story of the “Sunny Day Used Car.” […]

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Why Salespeople Fail – Not addressing Risk, in CERM ® RISK INSIGHTS

February 18, 2019

If you ask leaders “why do salespeople fail?”, you might receive answers like: They don’t make enough sales calls. They don’t make cold calls. They are afraid of rejection. They don’t ask for the order. They don’t challenge the prospect. Less frequently will hear the response: “they don’t address the prospect’s risk needs.” What does […]

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From Training Industry: The Diffusion of Innovation and Successful Sales Training Programs

February 10, 2019

From Training Industry The Diffusion of Innovation and Successful Sales Training Programs When we announce a new training program, particularly one calling for new behaviors, what response should we expect? Most people resist change; we like certainty, preferring the current position. According to Daniel Kahneman’s research, the average person needs a 2-to-1 perceived advantage when facing a […]

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An Introduction to Urgency Based Selling

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