By Brian Tracy What is selling?  In its simplest terms, selling is the process of helping a person to conclude that your product or service is of greater value to him than the price you are asking for.  Our market society is based on the principles of freedom and mutual benefit.  Each party to a
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by Brian Tracy Salespeople often have mental blocks when it comes to prospecting. Low self-esteem and feelings of inferiority leading to the fear of rejection make some salespeople tense and uneasy about calling on prospects that they feel are “better” than they are socially or economically.  These salespeople will not call on senior executives or
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by Ari Galper, Founder, Unlock The Game™ I was sitting at my desk last week when my phone rang. I picked it up and said, “This is Ari with Unlock The Game.” The woman on the other end of the phone said, “Hi, my name is Julie Jackson, I’m with XYZ company and we are
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by Ari Galper, Founder of Unlock The Game® I’d like to introduce you to a radical new thought.  In the old sales mindset, you’ve probably been trained to focus only on making the sale.  You approach your cold calls with the idea of moving things towards a sales event. But think about what this does
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The 7 Steps Sales Funnel – How to Transform Your Prospects into Repeat Paying Clients! Do you have an effective process to transform your site visitors and your prospects into paying clients? …. and into repeat customers? Check out this short (2.22 mins.) video to learn about a simple, yet powerful way to set up
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By Ari Galper, Founder of Unlock The Game™ Sean works for a major telecom company. During one of our coaching sessions on how to master Unlock The Game™, he told me, “I’ve been diligent about following the sales process that my company believes is required to make a sale — but, for some strange reason,
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By Ari Galper, Founder of Unlock The Game® Haven’t you noticed that the old “tried and true” cold calling techniques that were once successful in cold calling have now completely lost their effectiveness? That’s why I’ve developed a new cold calling approach that will automatically put you ahead of the game and in a league
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by Ari Galper, Founder of Unlock The Game® Let’s say you’ve had a great conversation with a prospect. They’ve shared their problems and seem genuinely interested in what you are offering. You’re excited about following up with them – but your calls aren’t returned. What’s happening? Well, the only way to find out the truth
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No More Selling Scripts? 5 Ways to Be Yourself Again by Ari Galper, Founder, Unlock The Game™ Last week I was sitting at my desk and the phone rang. I picked it up and said, “Hello, this is Ari.” The caller said. “Hi, Ari, my name is Steve, how are you today?” I knew right
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by Ari Galper, Founder of Unlock The Game ® Most of us design our cold calling around scripts and strategies.  Isn’t that how we’ve been taught by the sales gurus?  Scripts are linear and systematic so you can move calls in the direction you want them to go.  Sales strategies do the exact same thing.
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