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Category: Sales, Sales Management

Rob Jolles
Rob talks with Jim about how much science is involved in selling and how little is really art.
Don Cooper
Jim and Don talk about putting fear and selling together and separating them at the same time.
Brad Huisken
Brad talks with Jim about how to focus on investing in our salespeople by teaching them the fundamentals of selling and customer service.
Skip Miller
Skip joins Jim to talk about interviewing, hiring, and managing great salespeople. They talk about how the people in a small business need to be effective in order for the business to be successful.
Jack and Jim talk about how to make the sale in the marketplace by knowing what's going on when you get there, when you are in the middle of it, and when you leave. They discuss how to have the maximum opportunity to be successful.
Brad Huisken
Jim and Brad talk about how to train salespeople to put their best foot forward. Brad talks about how important it is for salespeople to develop a relationship with customers.
Don Cooper
Jim and Don discuss how benefits don't always sell products. They discuss what questions to ask in what way to find out what the customer wants.
Skip Miller
Jim and Skip talk about how salespeople make sales. They discuss how it is important for salespeople to have control of a sale and how they either gain control or lose it. They go on to talk about Skip's new book, Proactive Selling.
Rob Jolles
Robert joins Jim to talk about how important it is to make sure your customers happy.
Brad Huisken
Steve and Jim talk about how small businesses can find opportunity instead of problems when the Big Boxes come to town. Big Boxes have a lot of stuff, but they don't have everything. They don't even have the really good stuff that is easy for small business, like customization, technical help, convenience, (your idea here). The guys wrap up by talking about the untapped resource, referrals.

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