—Priessman's Blog

Thoughts and writings on the art of successful selling

Your Business Prospect Says: “Send me a proposal”

Translation:  The person you are speaking with does not have buying authority When my business prospect says, “send me a proposal” the sales strategy coach…

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A View From 35,000 Feet – The Secret of Doing Business with MR BIG

I’m a fan of MR BIG.  He’s my best business prospect. MR BIG is a “no bull” personality.  He is the kind of prospect that…

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Fantasy Football Leads to the BEST Business Meetings Ever

Now that I’m close to putting 70 years on Life’s Time Clock, I’ll admit I’m not much of a sports guy. Never have been. No…

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Meet Mr Big – Your Best Business Prospect

Before I introduce you to Mr Big, here’s an idea for you to consider. As sales reps, wouldn’t it be great if we had better…

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Hilda Loses Her Way

I suppose I should introduce you to Hilda. She’s our German-made SUV. To preserve her privacy, let’s just say that her make rhymes with……. Wait,…

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Sales Professional EDC (Every Day Carry)

The “Swiss Army Knife” for Sales Presentations The topic of EDC (Every Day Carry) is popular. Scores of content creators feature regular rundowns of the…

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HOW TO RECOGNIZE A SALES EXPERT

Compare expert & amateur An expert relies on dialogue An amateur relies on monologue An expert employs a strategy An amateur uses tactics An expert…

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Hey, “You Guys” – “No Problem” is a Problem

I’m not exactly sure when it happened. Not last week. Not even last year. My best guess is that things changed right about the time…

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Improve Your Life With the 80/20 Rule

Here’s another example of my friend Vilfredo Pareto’s work being applied:

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The Value of Ethical Dialogue

Those that follow me know that I’m fond of applying The Pareto Principle (the 80/20 rule) to different areas of business and life. Want more…

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