Jeff Blackwell
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Sales Training

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FREE E-BOOK: Featured Articles Collection

Free 160-page prize collection of "Featured Articles" from the sales training community featuring works from many of today's top sales experts including Sharon Drew Morgen, Linda Richardson, Ari Galper and more.

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Jeff Blackwell's Blog

The Biggest False Assumption in Sales

A discussion was recently started in the sales training forum titled, “How to shorten the sales cycle”. Here is a copy of the original post:

“For sake of discussion let’s say that… …the prospect trusts you, respects you and values the relationship. …you are working with a prospect who has the authority, budget, want and need for your product or service. …the prospect feels you have the most compelling value proposition.… Continue

Posted on August 4, 2010 at 9:56am

Traditional Sales Training and Professional Selling

A question that surfaces in the sales training community every so often is whether or not traditional sales training has been rendered ineffective by changes in technology, economy, etc.

Without an agreement on what is meant by "traditional sales training" and "ineffective" any discussion on the matter is likely to have a high probability of misunderstanding especially among participants who are not familiar with each others communication… Continue

Posted on August 4, 2010 at 9:54am

Quick Tip on Self-image

In your own mind, how do you see yourself and what it is you are doing? Do you view yourself as a true professional with an important message (offer, idea, etc.) that your prospective audience will want to know about?

It is highly likely that how you see yourself in your own mind, your self-image, will be communicated in one form or another to those you encounter.

Send a congruent message by seeing it and believing it in your own mind first!


Posted on September 14, 2008 at 9:53am

Salesmanship and Empathy

One of the simplest ways to increase your productivity as a salesperson is to tune into your buyer's point of view. When you are in tune with your buyer you have empathy. This means that you can identify with and understand their situation, feelings, and motives.

When you are in tune with your buyer everything you say or do seems to be right on the mark. The buyer gets the feeling that you really understand them and the road to a successful sale lights up like an airport runway. The… Continue

Posted on July 9, 2008 at 1:00pm

Comment Wall (14 comments)

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At 11:25am on November 23, 2008, Carole said…
Dear Jeff, Plaxo may help you as well,also join put in your zip code and you will have a new set of friends.
Carole we are debt free,and we are now 27 years old like a franchise.
At 3:42pm on September 14, 2008, Denyse Diem said…
Cool Blog - let me know if there is anyway I can support you in the future!
At 11:41am on July 24, 2008, Dan Brown said…
Thanks for the welcome
At 3:12pm on July 17, 2008, Tish Times said…
Hope we can be of help to each other!
At 1:49pm on July 17, 2008, Katharina Saghi said…
Thank you, Jeff
At 1:01pm on July 17, 2008, BPH said…
thanks for the evite, hopefully we will meet someday
At 12:53pm on July 17, 2008, Christina Reidy said…
Hi Jeff! Thank you, and nice to meet you.
At 12:51pm on July 17, 2008, Dan Brown said…
Thank you, look forward to networking with you in the future.
At 1:53pm on July 10, 2008, Saif Khan said…
Hi Jeff
Hope you are doing good.
At 12:13pm on July 9, 2008, Casey J. Brinkman said…
Thanks for joining my network! If I can help with anything let me know. Have a wonderful week!

Casey Brinkman


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