Tom Hopkins
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How Top Salespeople Anticipate and Manage Resistance
- May 29, 2019
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Last week Tom Hopkins shared a post on LinkedIn that resembled what I have said so many times. He said, “The art of selling involves two jobs: Job One is to reduce sales resistance and the other is to increase sales acceptance.”
Many readers left comments about the importance of relationships as a means to preventing resistance from going up.
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Complete Sales Reference Manual – Now Available
- August 24, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
This year I had the opportunity to contribute to a book that would be a compilation on sales. While sales titles are released almost weekly these days, only a small number of them contain anything new, and most don’t raise the bar for the selling industry as a whole. This book is different.