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Sometimes You Just Have to Ask

Sometimes You Just Have to Ask

by Adam Shapiro | Mar 6, 2015 | Closing, Sales Messaging, Sales Process

My son Max has been working hard putting together a skating/dance party for tomorrow evening to benefit an anti-bullying charity  – Kidpower International.  Yes, he’s a great kid, but he’s really doing this to fulfill his “mitzvah”...

Regarding Sponsors and Referrals

by Adam Shapiro | Mar 6, 2012 | Champion, Prospecting, Sales Messaging, Sales Process, Today's Lessons, Tools

When inbound leads from marketing just aren’t cutting it, do you work with internal sponsors and trusted advisors for referrals to grow your business?  Or, do you do it the old-fashioned way and cold call and email blast your market?  My friend, social media...

Success Story: In-Boarding

by Adam Shapiro | Feb 27, 2012 | Champion, Closing, Prospecting, Sales Leader, Sales Management, Sales Messaging, Sales Process, Today's Lessons, Tools

reprint from 2006* Leadership Strategies – The Facilitation Company is a leader in facilitation training and meeting facilitation. With a network of over 200 facilitators under contract, LSI provides organizations with dynamic, professional facilitators who...

#$%E!

by Adam Shapiro | Jan 12, 2012 | Champion, Closing, Qualifying, Sales Messaging, Sales Process, Today's Lessons, Tools

No, I am not cursing at you! What I do want to point out is one of the most often overlooked sales closing tools. I know, “everyone knows the key to increasing sales is a good cost v. benefit analysis.”  Then, ask yourself if you’ve ever had a...

Try Turning the Tables on your Sales Team

by Adam Shapiro | Apr 1, 2011 | Sales Management

I had a two-hour "reinforcement" session with a client this week.  Instead of suggesting we do some sales call role plays and receive some eye rolls and slumped shoulders, I used a "Turn the Tables" approach. Here's how it went:   I...
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About SalesReformSchool™

Adam Shapiro has been helping individuals, teams, and enterprises since 2004.  Using a sales process, messaging and disciplines framework, Adam applies his proven process to what and how his clients sell resulting in improved sales performance.

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