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*About finding the right tone and language

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perhaps not just in sales*

You get sent to whom you sound like–Tom Schaff, author and sales coach. I cannot remember a week in the past several years that I have not quoted this insight. It so clearly explains why certain people get to speak with decision-makers while some are relegated to non-decision makers. Every prospect in a sales situation is qualifying and sorting out whether or not the conversation has value. Busy people are looking to deflect and defer any non-crucial interaction to another time or another person. If you are speaking with someone about their problem in their language, then you get to stay. However, if you are not tuned to the language of the decision-maker, you will get moved.

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The holiday season a great time of year to reflect on the people who have contributed to your success. Here is some of the great advice I have received from my advisers in the sales industry.


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