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93. Episode 93: The High Cost of Inaction
Not only should you create a value proposition for the cost of your solution. But you should create a value proposition for the inaction, as well. Learn…
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Chris Fleming
12:19
The High Cost of Inaction
Opportunity cost is an economic term. It refers to the value of the next best alternative when a decision is made to allocate resources. It involves…
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Chris Fleming
92. Episode 92: Transference
Your ability to transfer confidence and emotion will make the difference between being an average seller and an exceptional one.
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Chris Fleming
11:55
Transference
Selling is the transfer of confidence and emotion. And let’s face facts. Most media advertising is sold not bought. It requires sellers to be better. We…
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Chris Fleming
91. Episode 91: Control the Conversation
You will reach the top of your profession when you become comfortable in any conversation. Get there with practice and patience.
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Chris Fleming
12:15
Control the Conversation
The biggest difference between weak sellers and strong sellers is the ability to control the conversation. Weak sellers get dominated while strong…
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Chris Fleming

March 2024

90. Episode 90: Creative Versus Innovative
Creative and Innovative are related. Foster an environment that encourages new ideas and the framework to see them become reality.
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Chris Fleming
12:08
Creative Versus Innovative
Maybe you have been called one of these two things in your life. Think you could have been mislabeled? You may have been called creative when you did…
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Chris Fleming
89. Episode 89: Persuasion
Is selling persuasion or manipulation? It is a matter of ethics.
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Chris Fleming
12:07
Persuasion
In the dance of human interaction, there is a fine line between persuasion and manipulation. It serves as the fulcrum upon which trust balances. Both…
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Chris Fleming
88. Episode 88: Price is Four-Letter Word
Don’t let price live in a vacuum. Price and value must be intertwined.
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Chris Fleming
12:14
Price Is a Four-Letter Word
If you have worked with me or in one of the sales organizations I have led, you may recognize this snippet of conversation. When I get the price…
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Chris Fleming
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