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Jonathan Farrington's Blog
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Recent Posts
Psychometrics, Salespeople And The ASP+K Formula
Psychometrics evolved from the need to examine ability. At the end of the 19th century, French psychologist Alfred Binet worked on some of the first tests to measure children’s ability. The US army developed its own tests to help recruit fresh troo...
Want to Know a Free Way to Get Noticed and Generate Leads?
The JF Guest Author Spot Cheryl Clausen What’s one challenge most producers from beginners to veterans share? A lack of quality leads. It’s down-right frustrating. You’ve probably tried any number of opportunities from out-and-out ...
Find The Buyer’s Motivators And You Really Should Make The Sale
Every successful sale is made not so much because of the excellence of our product or of our sales pitch, but because consciously or unconsciously, we have found the human reason why our prospect should buy; we have found the door to their motivation...
What A Decision Is - And What It Is Not
Decision making is an essential requirement of management and the very best leaders appear able to make crucial decisions effortlessly “standing on their feet” But what exactly is a decision – and what is it not? According to the dictionary, t...
Team Selling Happens When You Sell the Team
The JF Guest Author Spot Shane Gibson Edification is what they refer to it as in the direct sales industry. When selling in a team, edification or promotion of our team mates ensures that the whole team can contribute to closing the deal and servic...
