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Tips of the Week

Historical Listing in Reverse Chronological Order (most recent first)

 2024 (October - December) Tips of the week

Tip of the Week #49 (Podcast): Step 5 - Fill the Need (December 2, 2024)
Tip of the Week #48 Podcast: Step 4 - Sell the Company (November 25, 2024)
Tip of the Week #47: Podcast: Step 3 - Agreement on Need (November 18, 2024)
Tip of the Week #46: Podcast for Step 2 - Qualification (November 11, 2024)
Tip of the Week #45: New Podcast Series: Master the First Step of Track Selling (November 4, 2024)
Tip of the Week #44: Prospects visualize what you will do for them through storytelling F-B-R's (October 28, 2024)
Tip of the Week #43: Strength from the whirlwinds (October 21, 2024)
Tip of the Week #42: Gratitude, regardless of our circumstances (October 14, 2024)
Tip of the Week #41: Q4 is the bell lap (October 7, 2024)

 2024 (July - September) Tips of the week

Tip of the Week #40: Use chronic objections to improve your sales process (September 30, 2024)
Tip of the Week #39: The Water Closet (September 23, 2024)
Tip of the Week #38: Five Essential Conversations (September 16, 2024)
Tip of the Week #37: Your sales slope matters (September 9,2024)
Tip of the Week #36: Dealing with Opposition (September 2, 2024)
Tip of the Week #35: Words Matter (August 26, 2024)
Tip of the Week #34: Adjusting to selling during the summer heat (August 19, 2024)
Tip of the Week #33: Remember to reward yourself (August 12, 2024)
Tip of the Week #32: Three pivotal questions of Track Selling (August 5, 2024)
Tip of the Week #31: Act, Don't React (July 29, 2024)
Tip of the Week #30: Peacemakers Wanted (July 22, 2024)
Tip of the Week #29: Combine your interest-getting statement with an open-ended, feeling-finding question. (July 15, 2024)
Tip of the Week #28: What's an example of a reflective question? Reflective question? (July 8, 2024)
Tip of the Week #27: Ensure your qualification questions are open-ended (July 1, 2024)

 2024 (April -June) Tips of the week

Tip of the Week #26: Continue Step 2 - Qualification by asking feeling-finding questions (June 24, 2024)
Tip of the Week #25: Begin Qualification by asking fact-finding questions (June 17, 2024)
Tip of the Week #24: During Qualification, ask bigger and better questions (Jun 10, 2024)
Tip of the Week #23: In the face of price objections, don't cave on price (June 3, 2024)
Tip of the Week #22: Memorial Day tribute (May 27, 2024)
Tip of the Week #21: The sales role for intentional listening (May 20, 2024)
Tip of the Week #20: Practice does not make perfect, PERFECT ROLE PLAY makes perfect (May 13, 2024)
Tip of the Week #19: Practice does not make perfect, PERFECT PRACTICE makes perfect (May 6, 2024
Tip of the Week #18: Conviction comes through the tone of your voice (April 29, 2024)
Tip of the Week #17: Appreciation is always appreciated (April 22, 2024)
Tip of the Week #16: The importance of have a sales process...a METHOD (April 15, 2024)
Tip of the Week #15:The importance of maintaining INTEREST in your sales career (April 8, 2024)
Tip of the Week #14: The power of ENERGY in sales (April 1, 2024)

 2024 (January - March) Tips of the week

Tip of the Week #13: The power of attitude, even during entrapment (March 25, 2024)
Tip of the Week #12: The technician's role in sales is a secret (March 18. 2024)
Tip of the Week #11: Use chronic objections to improve your sales process (March 11, 2024)
Tip of the Week #10: Mark Twain's Advice to Salespeople about Closing the Sale (March 4, 2024)
Tip of the Week #09: More inspirational thoughts to treasure (February 27, 2024)
Tip of the Week #08: Ebbinghaus Forgetting Curve and the Track Selling Cure (February 19, 2024)
Tip of the Week #07: Define and Share Your Oscillating Narratives (February 12. 2024)
Tip of the Week #06: Just One Percent Better (February 5, 2024)
Tip of the Week #05: Here's how to improve your people skills in selling (January 29, 2024)
Tip of the Week #04: What inspirational thoughts do you carry with you? (January 22, 2024)
Tip of the Week #03: What builds GRIT in sales people? (January 15, 2024)
Tip of the Week #02: What is your sales MINDSET in 2024? (January 8, 2024)
Tip of the Week #01: Happy New Year - Now what? (January 1, 2024))

 2023 (October - December) Tips of the week

Tip of the Week # 52: A birth in Bethlehem (December 25, 2023)
Tip of the Week # 51: Who are the four faces on your personal Mount Rushmore? (December 18, 2023)
Tip of the Week # 50: Time to set professional and personal goals for the new year (December 11, 2023)
Tip of the Week # 49: Prep your 2024 SKO (Sales Kick-off) (December 4, 2023)
Tip of the Week # 48: Pete Wisowaty's testimonial on qualification (November 27, 2023)
Tip of the Week # 47: The first Thanksgiving had five kernels of corn (November 20, 2023)
Tip of the Week # 46: DialogueTrack: A closer look at its sources (November 13, 2023)
Tip of the Week # 45: DialogueTrack video: A sneak peak (November 6, 2023)
Tip of the Week # 44: AI in sales: Are you ready for a revolution? (October 30, 2023)
Tip of the Week # 43: DialogueTrack Story-telling (October 23, 2023)
Tip of the Week # 42: DialogueTrack Step 7 - Cement the Sale, tell a story, and begin a new sales cycle (October 16, 2023)
Tip of the Week # 41: DialogueTrack Step 6 - Act of Commitment, time to close and overcome objections (October 9, 2023)
Tip of the Week # 40: SalesIntelTrack Step 5 - Fill the Need: Match prospect needs best-fit features/benefits (October 2, 2023)

 2023 (July - September) Tips of the week

Tip of the Week # 39: SalesIntelTrack Step 4 - Sell the Company: Match prospect needs your company offers (September 25, 2023)
Tip of the Week # 38: SalesIntelTrack Step 3 - Agreement on Need: Match prospect needs with your offer (September 18, 2023)
Tip of the Week # 37: SalesIntelTrack Step 2 - Qualification questions about vendor/partner expectations (September 11, 2023)
Tip of the Week # 36: SalesIntelTrack Step 2 - Qualification questions powered by AI-recommended discovery (September 4, 2023)
Tip of the Week # 35: SalesIntelTrack Step 1 - Approach with recommended rapport-building questions (August 28, 2023)
Tip of the Week # 34: Before Approach, let Track Selling SITrack inform your first steps (August 21, 2023)
Tip of the Week # 33: Managing expectations of AI Track (August 14, 2023)
Tip of the Week # 32: Track Selling AI (August 7, 2023)
Tip of the Week # 31: The heat of the day (July 31, 2023)
Tip of the Week # 30: It's a wise business decision to train when times are good (July 24, 2023)
Tip of the Week # 29: Track Selling Momentum: Ask the right questions to grow, gain, and retain (July 17, 2023)
Tip of the Week # 28: Track Selling Momentum: Retain imperiled customers (July 10, 2023)
Tip of the Week # 27: Track Selling Momentum: Grow existing customers (July 3, 2023)

 2023 (April -June) Tips of the week

Tip of the Week # 26: Track Selling Momentum: Begin by gaining new customers (June 26, 2023)
Tip of the Week # 25: Prep for your 2023 MYC (Mid-year Conference) (June 19, 2023)
Tip of the Week # 24: The FUDs - Objections - while closing sales and how to overcome them (June 12, 2023)
Tip of the Week # 23: People buy emotionally, then justify the purchase logically (Jun 5, 2023)
Tip of the Week # 22: Memorial Day tribute (May 29, 2023)
Tip of the Week # 21: Track Selling Philosophy: KIS - MIF (May 22, 2023)
Tip of the Week # 20: What's the best on-boarding blend for sales personnel? (May 15, 2023)
Tip of the Week # 19: Want to boost sales? Create your company's Wall of Fame for prospects to experience. (May 8, 2023)
Tip of the Week # 19: Words mean things. Use words that are positive and persuasive (May 8, 2023)
Tip of the Week #18: The WHEEL OF SALES ACTIVITY can spin success (May 1, 2023)
Tip of the Week # 17: As a salesperson, show prospects that you're really interested (April 24, 2023)
Tip of the Week # 16: The technician's role in sales (April 17, 2023)
Tip of the Week # 15: If prospects ghost you, email them and ask, "Am I still on your radar screen?"
Tip of the Week # 14: Track Selling enables your prospects to tell you what they want you to tell them to sell them (April 3, 2023)

 2023 (January - March) Tips of the week

Tip of the Week # 13: Tribute to Roy Chitwood from his nephew Jim
Tip of the Week # 12: Mark Twain's advice to salespeople about closing the sale (March 20, 2023)
Tip of the Week # 11: Keys to Success (March 13, 2023)
Tip of the Week # 10: A Short Lesson in Human Relations (March 6, 2023)
Tip of the Week # 9: Use chronic objections to improve your sales process (February 27, 2023)
Tip of the Week # 8: Three Cairns of Track Selling (February 20, 2023)
Tip of the Week # 7: Seven Ways to Improve Your People Skills (February 13, 2023)
Tip of the Week # 6: Don't confuse benefits to your prospect vs. benefits to your prospect's consumers (February 6, 2023)
Tip of the Week # 5: Consider and Share Your Oscillating Narratives (January 30, 2023)
Tip of the Week # 4: Just One Percent Better (January 23, 2023)
Tip of the Week # 3: Do you prefer sales training as a self-paced activity? No problem. (January 16, 2023)
Tip of the Week # 2: Ebbinhaus Forgetting Curve and the Track Selling Cure (January 9, 2023)
Tip of the Week # 1: Happy New Year 2023 (January 2, 2023)