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How to Escape the ‘Either/Or’ Dilemma

"Either/or." That's a turn of phrase passed down from generation to generation of salespeople. And it brings to mind such negative stereotypes as white shoes and plaid pants. But if you look at the phrase intelligently — and apply the psychology of persuasion — it can be transformed into a powerful tool. How does the

How to Better Believe in Yourself

Do you ever talk to yourself? (Right now, you’re probably thinking: Hmm, talk to myself? Do I do that?) Most people have an ongoing mental conversation with themselves. This is what many psychologists call self-talk. Left unattended, that conversation typically sways negative. When I was younger, I used to be pretty hard on myself: •

Are You Making These Common Management Mistakes?

Being in the motorcycle business, you know that a governor is a device intentionally limiting acceleration. I submit that dealership managers are restricting their own acceleration (although not intentionally). Below are five of the most common ways in which managers are holding themselves back. 1. Sales managers are selling and closing every deal. Because of