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	<title>The Motivation 101 Blog</title>
	<link>http://jerrykennedy.com</link>
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	<lastBuildDate>Tue, 16 Mar 2010 16:00:42 +0000</lastBuildDate>
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		<title>10 Steps to Become the Greatest Salesperson In the World – Part 5</title>
		<description><![CDATA[
			
				
			
		
&#8220;I will live this day as if it is my last.&#8221; - from The Scroll Marked V, The Greatest Salesman In the World by Og Mandino
I&#8217;ll never forget the scene in &#8220;Dead Poets&#8217; Society&#8221; when Robin Williams lines his students up in the hallway in front of the pictures of students from years past and [...]]]></description>
		<link>http://jerrykennedy.com/2010/03/16/10-steps-to-become-the-greatest-salesperson-in-the-world-%e2%80%93-part-5/</link>
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		<title>10 Steps to Become the Greatest Salesperson In the World &#8211; Part 4</title>
		<description><![CDATA[
			
				
			
		
&#8220;I am nature’s greatest miracle.&#8221; - from The Scroll Marked IV, The Greatest Salesman In the World by Og Mandino
By now I hope it&#8217;s clear that the path to becoming the greatest salesperson (or anything else) in the world is mainly an effort made with your attitude and beliefs rather than your skills and methods. [...]]]></description>
		<link>http://jerrykennedy.com/2010/03/15/10-steps-to-become-the-greatest-salesperson-in-the-world-part-4/</link>
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		<title>10 Steps to Become the Greatest Salesperson In the World &#8211; Part 3</title>
		<description><![CDATA[
			
				
			
		
&#8220;I will persist until I succeed.&#8221; - from The Scroll Marked III, The Greatest Salesman In the World by Og Mandino
This principle has become my personal mantra over the course of the last few years.  I remember a former employer whose favorite phrase was &#8220;Persistence overcomes resistance&#8221;, and that phrase has stuck with me [...]]]></description>
		<link>http://jerrykennedy.com/2010/03/12/10-steps-to-become-the-greatest-salesperson-in-the-world-part-3/</link>
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		<title>10 Steps to Become the Greatest Salesperson In the World &#8211; Part 2</title>
		<description><![CDATA[
			
				
			
		
&#8220;I will greet this day with love in my heart.&#8221; - from The Scroll Marked II, The Greatest Salesman In the World by Og Mandino
Love can be hard to pin down to a single definition.  In the second principle for becoming the greatest salesperson the world has ever seen, qualities like gratitude, passion, enthusiasm [...]]]></description>
		<link>http://jerrykennedy.com/2010/03/11/10-steps-to-become-the-greatest-salesperson-in-the-world-part-2/</link>
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		<title>10 Steps to Become the Greatest Salesperson In The World &#8211; Part 1</title>
		<description><![CDATA[
			
				
			
		
&#8220;Today I begin a new life.&#8221; - from The Scroll Marked I, The Greatest Salesman In the World by Og Mandino
Today begins our consideration of the 10 principles outlined in Og Mandino&#8217;s masterpiece, &#8220;The Greatest Salesman In the World&#8221;.  The quote above, extracted from the first scroll is the perfect start to this process [...]]]></description>
		<link>http://jerrykennedy.com/2010/03/10/10-steps-to-become-the-greatest-salesperson-in-the-world-part-1/</link>
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		<title>Guest Post: Do You Know Who&#8217;s In Control?</title>
		<description><![CDATA[
			
				
			
		

***Note from Jerry: I&#8217;m looking forward to a lively debate on this one.  My friend, Joel D Canfield, wrote this post.  I&#8217;m guessing some of you will have an opinion you&#8217;d like to share with Joel.  I certainly do.  I&#8217;ll withhold mine for a couple of days to allow the debate to run its course, [...]]]></description>
		<link>http://jerrykennedy.com/2010/03/09/guest-post-do-you-know-whos-in-control/</link>
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		<title>Two &#8220;Must-Read&#8221; Books for March</title>
		<description><![CDATA[
			
				
			
		
I had a little time to catch up on some reading last week, and I&#8217;ve gotta tell you about two fantastic books that you should make it your goal to read as soon as possible.
The first is Og Mandino&#8217;s classic &#8220;The Greatest Salesman In the World&#8220;, and it&#8217;s one of those &#8220;life-changing&#8221; books (so read [...]]]></description>
		<link>http://jerrykennedy.com/2010/03/08/two-must-read-books-for-march/</link>
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		<title>4 Steps To Everyone&#8217;s Favorite Answer in Sales: C is not for Closing (and Neither is Coffee!)</title>
		<description><![CDATA[
			
				
			
		
Welcome to the 4th and final step in the Getting to &#8220;Yes&#8221; series!  By now, all your preparation is done and you&#8217;re ready to commence with the presentation of your perfect solution and the conversion of this prospect into a client.
I know you&#8217;re probably used to referring to this part as &#8220;closing&#8221; the deal, but [...]]]></description>
		<link>http://jerrykennedy.com/2010/03/05/4-steps-to-everyones-favorite-answer-in-sales-c-is-not-for-closing-and-neither-is-coffee/</link>
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		<title>4 Steps To Everyone&#8217;s Favorite Answer in Sales: S is For Solutions</title>
		<description><![CDATA[
			
				
			
		
Alright: it&#8217;s time to get creative!  So far in the NEADS analysis, you&#8217;ve been gatering information: asking questions about the prospect&#8217;s current solution and observing their behavior to get a feel for their decision-making modality.  With all this information at your disposal (hopefully you&#8217;ve taken a lot of notes!), it&#8217;s time to enter the final phase of [...]]]></description>
		<link>http://jerrykennedy.com/2010/03/04/4-steps-to-everyones-favorite-answer-in-sales-s-is-for-solutions/</link>
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		<title>Guest Post: Turning &#8220;NO&#8221; Into a Powerful Positive</title>
		<description><![CDATA[
			
				
			
		
The word &#8216;YES&#8217; is so positive, encouraging&#8230; and it means we&#8217;re succeeding. &#8216;NO&#8217; on the other hand, is bad, depressing&#8230; and it means we failed.  What if, starting today, the word ‘no’ didn’t stop you? What if every time you heard the word no, you became stronger, more powerful, and more resilient?  Well you can.
For [...]]]></description>
		<link>http://jerrykennedy.com/2010/03/03/guest-post-turning-no-into-a-powerful-positive/</link>
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