Author name: Macpa

That Which Does Not Kill Me, Makes Me Stronger… Putting Job Stress to Work  This article was written by Jim Busch. Stress is a fact of life in the 21st century. Workplace issues are a leading cause  of this epidemic of anxiety. A poll conducted by Harris Interactive found that  8 out of 10 Americans

Handling Objections: Part Two This article was written by Jim Busch.   “Winning Hearts, Minds and Dollars”  This is the second of two articles on handling objections. In last month’s  Link & Learn column, we discussed how using good sales techniques to position the value of your products can address a prospect’s concerns before they come

Handling Objections: Part One  “An Ounce of Prevention”  This article was written by Jim Busch. One of the biggest challenges in writing a monthly column like this for more than a decade is coming up with fresh subjects to cover.  Therefore, when I am doing a conference or doing consulting work,  I always ask salespeople

New Year—New Opportunities for Growth  This article was written by Jim Busch. Mark Twain once said, “The only person who likes change is a wet baby.” Truer words were never spoken. It is human nature to resist change, we much prefer a comfortable inertia to an adventurous proactivity. We greatly admire pioneers and innovators but

Dealing with National Agencies  This article was written by Jim Busch. Sometimes the best questions I get don’t come during my training, but after  I’ve finished my session. Recently while packing up after a training session  I was approached by a publisher who asked, “How would you handle the  challenge of national agencies who want