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The following is an excerpt from my Number One Best Selling book, Socially Intelligent Selling. Building on the previous discussion, l expand on the relationship rope concept by introducing four ways to find and build common ground with a customer.  They are part of the toolkit that will help the sales team show warmth before

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Hi, welcome back to Just A Minute With Jamie. You can watch the video above, or if you prefer, the transcript is below. In our last vlog we looked at asking open questions to respond to what is being said, and today we’re going to be looking at asking closed questions. So you’d want to

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In our last vlog we looked at active listening, what the definition was, and how you could respond to what is being said, what isn’t being said, and to read between the lines. Today we’re going to be looking at responding to what is being said by using three styles of questioning. Those are: Open

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In the last vlog we looked at speaking with conviction, today we’re going to be looking at active listening. Active listening, what does it mean? I believe it’s intelligently showing that you’re listening to what is being said, what isn’t being said and the ability to read between the lines. So why would you want

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Hello, welcome back to Just A Minute With Jamie. Last time we talked about how to draw on your personal authority, and today we’re going to be talking about speaking with conviction. So what is speaking with conviction? Speaking with conviction is made up of three main parts. It’s made up of Clarity Passion Belief

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Welcome back to Just A Minute With Jamie. Today we’re going to be looking at how to draw on your personal authority. But before we do that, I want to encourage you to think of an upcoming situation where you have the opportunity to influence somebody. I want you think of what, from your past,

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Hi, welcome back to Just A Minute With Jamie. Today we’re going to be exploring personal authority, and what makes your personal authority. It’s all those things that you bring with you from your past, your knowledge, and it’s those things that people cannot take away from you. And it’s made up of: Your experience

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Welcome back to just a minute with Jamie. In this vlog we’re going to be looking at what is impact and influence, and the difference between that and manipulation. So, if you’re manipulating somebody it’s usually win lose. If you’re influencing somebody, and you have impact, it’s usually win, win. Impact could be made up