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        <title>Selling strategies</title>
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            <title>If you want it, fight for it!</title>
            <link>http://www.smartcompany.com.au/selling-strategies/if-you-want-it-fight-for-it.html</link>
            <description><![CDATA[Influencing people is far less challenging when you can see things from their perspective. Empathy, of course, is a magical human feature that helps us to connect with others to feel and share their emotions. This is a true gift. Imagine living in a world without it?
]]></description>
            <pubDate>Thu, 17 May 2012 22:25:04 GMT</pubDate>
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            <title>Man versus customer</title>
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            <description><![CDATA["Is the customer always right?" is an age-old question that still baffles salespeople.
]]></description>
            <pubDate>Thu, 10 May 2012 07:30:38 GMT</pubDate>
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            <title>Indecent proposal </title>
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            <description><![CDATA[Tim is an IT consultant. Every week enthusiastic potential customers seek him out with a range of problems he can solve and, of course, the money to help him solve it. Today’s meeting is no different, they finish and shake hands. Tim parts ways with a fervent, “I’ll start our process and get a proposal to you by the end of the week!”
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            <pubDate>Fri, 04 May 2012 00:00:08 GMT</pubDate>
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            <title>The world’s greatest salesman </title>
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            <description><![CDATA[“Let there be light...” boomed the bold voice from deep within the darkness.
]]></description>
            <pubDate>Thu, 26 Apr 2012 14:00:00 GMT</pubDate>
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            <title>Save yourself from sales Siberia</title>
            <link>http://www.smartcompany.com.au/selling-strategies/save-yourself-from-sales-siberia.html</link>
            <description><![CDATA[You've taken on a new venture and things aren’t quite going to plan. You push forward with greater intensity, hoping this will move you faster towards your goals. This approach soon stalls, so you tweak your strategy and refocus, but still no traction. You persist regardless. Finally you have a win... validation! Things are now looking up, taking your spirit with it.
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            <pubDate>Thu, 12 Apr 2012 14:00:00 GMT</pubDate>
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            <title>Risk proofing your value proposition  </title>
            <link>http://www.smartcompany.com.au/selling-strategies/risk-proofing-your-value-proposition.html</link>
            <description><![CDATA[For the most part taking risks is an uncomfortable experience for a customer.
]]></description>
            <pubDate>Thu, 29 Mar 2012 14:00:00 GMT</pubDate>
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            <title>Pleasant but deadly</title>
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            <description><![CDATA[Small, frequent and pleasant interactions by your salespeople that fail to engage and guide customers towards your value proposition are hazardous for your business health.
]]></description>
            <pubDate>Fri, 23 Mar 2012 00:19:26 GMT</pubDate>
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            <title>Take it personally!</title>
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            <description><![CDATA[When you’re passionate about what you do, you’re well within your rights to take it personally when someone lets you down.
]]></description>
            <pubDate>Thu, 15 Mar 2012 21:53:45 GMT</pubDate>
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            <title>Method and madness </title>
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            <description><![CDATA[High-performing salespeople (hyper-salespeople) are on the edge, constantly pushing the boundaries to improve and gain an advantage.]]></description>
            <pubDate>Thu, 08 Mar 2012 23:51:11 GMT</pubDate>
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            <title>Why politicians makes lousy salespeople </title>
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            <description><![CDATA[Can politicians keep their promises? For the most part our history tells us the answer is no.
]]></description>
            <pubDate>Thu, 01 Mar 2012 22:15:16 GMT</pubDate>
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