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How To Ask For A Referral Without Wasting Someone’s Time

Referral introductions are at the core of building relationships. But there’s a few major problems with asking for such an introduction – Many people feel like they’ve been put in an awkward position. Most people don’t want to allocate their already precious time on writing an introduction email. Some people don’t want to risk the value of their relationship […]

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6 Steps to Smart Small Business Decision Making

By Wil Chan Making decisions for a small business can feel daunting. In many large companies, teams follow well-established protocols and safeguards to optimize results and minimize risks. But the small business decision-making process often starts and ends with the business owner: you. Why small business decision making is hard Here’s the truth: success in […]

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6 Common Traps to Avoid at Networking Events

by Ginny Hogan Networking events are the watering holes of the professional world.  They’re where connections are made, opportunities are discovered, careers are shaped, and free snacks are had.  However, just like any social gathering, there are unspoken rules-faux pas that can turn a potential career elevator into a free-fall.  To avoid stepping on it, […]

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Words That Sell & Words That Don’t

DO SAY:   “Imagine” – “Imagine” allows them to visualize themselves using the product, being successful, winning. DON’T SAY:   “Show You How” – “Let me show you how”, when used four times or more on any call throughout the sales cycle, drops close rate by 13%. DO SAY:   Use Case Verbiage – Talk about the valuable […]

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Learn to Love Networking

by Francesca Gino, Maryam Kouchaki, and Tiziana Casciaro “I hate networking.” We hear this all the time from executives, other professionals, and MBA students. They tell us that networking makes them feel uncomfortable and phony—even dirty. Although some people have a natural passion for it—namely, the extroverts who love and thrive on social interaction—many understandably […]

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Be an ACTIVE Listener

Make EYE CONTACT FACE the speaker IGNORE distractions NOD your head FOCUS on what is being said WAIT for the speaker to stop before speaking TELL THE SPEAKER if you do or don’t understand REPEAT BACK what you heard ASK questions  

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