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John Hirth's Articles in Book Marketing

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  • When Was The Last Time You Changed Your Game...?
    I found an interesting article in the sports section today about all the work Phil Mickelson has recently done on his golf game. It reminded me of some thoughts about the business of selling and the need to be constantly upgrading your selling "game". True professionals never rest and are always working to improve their results...amateurs are content to stay the same, be comfortable, just "play" and accept what they get. What did Phil do that the rest of us can learn from?

    ...
  • Stop "Getting Ready..."
    In a coaching session with a sales person from one of our clients the other day, they shared their excitement over receiving a lead from an excellent prospect with great potential. I asked if they had followed up yet and they responded, no, "It's a great opportunity so I want to make sure that I make a great call, I'm still in the process of "getting ready" to make sure I have everything right".

    Sales people often avoid taking action and can form a bad habit of always "get...
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