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Articles on Sales

I 'll have the sales job done!
By Agina Lai, March 2008

The Perspectives of the Buyer and the Seller
By Henry Ching, November 2007

Sales Strategy: Chess or Checkers?
By Henry Ching, October 2007

Undersell, Overdeliver
By Henry Ching, Augest 2007

More Negotiation Success with BATNA
By Henry Ching, July 2007

Win / Win
By Henry Ching, June 2007

Can You Handle the Truth
By Henry Ching, May 2007



To Close, or Not to Close?
By Henry Ching, April 2007



Are You Column Fodder? - Part II
By Henry Ching, March 2007



Are you Column Fodder? - Part I
By Henry Ching, February 2007

Stop Selling! Accelerate Your Business The End of Long Sales Cycles and Depressed Prices
By Charlie Lang, December 2006

Why Every Interaction with a Prospect is Like a Cold Call
By Charlie Lang, November 2006

My Objections to Objections
By Charlie Lang, September/October 2006

"Negotiations: Don't Compromise Your Position with a Compromise"
By Charlie Lang, August 2006

"Top 10 Tips to Accelerate Your (Coaching) Business"
By Charlie Lang, May 2006

"Making Cold Calls Enjoyable ... Impossible?"
By Charlie Lang, May 2006

"Buying Online Solutions"
By Charlie Lang, October 2005

"Stop Selling and accelerate your business"
By Charlie Lang, published in Banking Today, Issue 07/08.2005, pages 7-9

"Coaches Don't Sell Their Soul"
By John Bower of St. George's Human Potential and Charlie Lang, May 2005

"How to Get Rid of Annoying Cold Callers"
By John Bower of St. George's Human Potential and Charlie Lang, March 2005

"(Don't) Sell and Create Willing Clients"
By John Bower of St. George's Human Potential and Charlie Lang, February 2005

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