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	<title>FourSpeed Selling</title>
	
	<link>http://www.fourspeedselling.com</link>
	<description>Better selling through alignment</description>
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		<title>Overcoming conversational over-torque</title>
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		<comments>http://www.fourspeedselling.com/conversational_over-torque/#comments</comments>
		<pubDate>Thu, 15 Oct 2009 14:29:19 +0000</pubDate>
		<dc:creator>Charles Moger</dc:creator>
				<category><![CDATA[Breakdowns]]></category>
		<category><![CDATA[Updates]]></category>

		<guid isPermaLink="false">http://www.fourspeedselling.com/?p=280</guid>
		<description><![CDATA[The lane opens. Your destination within sight. You stomp on the gas. The engine sputters and dies. Rolling to a stop your mistake is clear: over-torque. Too much gas, not enough speed. You pushed too hard and killed the engine.
That&#8217;s what happens when you push too hard in the Four Speed Selling. Get a gear [...]]]></description>
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		<title>Navigating with Myers-Briggs</title>
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		<comments>http://www.fourspeedselling.com/navigating-with-myers-briggs/#comments</comments>
		<pubDate>Fri, 09 Oct 2009 14:46:16 +0000</pubDate>
		<dc:creator>Charles Moger</dc:creator>
				<category><![CDATA[Myers-Briggs]]></category>
		<category><![CDATA[Under the hood: behavioral process]]></category>
		<category><![CDATA[Updates]]></category>

		<guid isPermaLink="false">http://www.fourspeedselling.com/?p=260</guid>
		<description><![CDATA[Decisions follow a predictable four-stage process identified in the development of the Myers-Briggs Type Indicator (MBTI). These four stages, S-N-T-F, are the basis of Four Speed Selling.  Understanding which stage your prospect is in points the way to conversion. Before exploring the process, though, you first need an understanding of the wiring tying it all [...]]]></description>
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		<title>Decision arc: spending time vs. investing effort</title>
		<link>http://feedproxy.google.com/~r/FourspeedSelling/~3/9QxjhG6TOlU/</link>
		<comments>http://www.fourspeedselling.com/decision-arc-spending-time-vs-investing-effort/#comments</comments>
		<pubDate>Tue, 22 Sep 2009 13:37:22 +0000</pubDate>
		<dc:creator>Charles Moger</dc:creator>
				<category><![CDATA[Tune Up Tools]]></category>
		<category><![CDATA[Under the hood: behavioral process]]></category>
		<category><![CDATA[Updates]]></category>

		<guid isPermaLink="false">http://www.fourspeedselling.com/?p=211</guid>
		<description><![CDATA[

They look alike. They sound alike. But, they don&#8217;t act alike. Knowing the difference between customers and clients is knowing the difference between investing effort and spending time. I&#8217;m assuming you&#8217;re interested in building long-term, professional business relationships. Think of client relationships as the bricks in your business building effort. Customer-driven businesses, on the other [...]]]></description>
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		<title>The four conversations of sales</title>
		<link>http://feedproxy.google.com/~r/FourspeedSelling/~3/_1dssu3gVto/</link>
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		<pubDate>Tue, 25 Aug 2009 19:58:06 +0000</pubDate>
		<dc:creator>Charles Moger</dc:creator>
				<category><![CDATA[Engaging Four Speed Selling]]></category>
		<category><![CDATA[Featured Example]]></category>
		<category><![CDATA[Four Speed Basics]]></category>

		<guid isPermaLink="false">http://www.fourspeedselling.com/?p=76</guid>
		<description><![CDATA[Sales is, a sales manager once told me, a conversation between two people. He was right, mostly. Actually, I've discovered sales is a series of conversations. Whether you're selling radio time or freight trains, there are four basic conversations on the route to conversion. Knowing which one you're in tells you where you are and what you need to do to arrive at a successful sale.]]></description>
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		<title>Hi. Nice to meet you. Wanna get married?</title>
		<link>http://feedproxy.google.com/~r/FourspeedSelling/~3/h4BCB1o2lOA/</link>
		<comments>http://www.fourspeedselling.com/hi-nice-to-meet-you-wanna-get-married/#comments</comments>
		<pubDate>Tue, 18 Aug 2009 08:29:54 +0000</pubDate>
		<dc:creator>Charles Moger</dc:creator>
				<category><![CDATA[Four Speed Basics]]></category>

		<guid isPermaLink="false">http://www.fourspeedselling.com/?p=4</guid>
		<description><![CDATA[Four Speed Selling determines your language and behavior. Used correctly, this process removes sales pressure, replacing it with cooperative alignment of needs and wants.]]></description>
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		<title>Shifting gears: a new model</title>
		<link>http://feedproxy.google.com/~r/FourspeedSelling/~3/FFU908kFaSw/</link>
		<comments>http://www.fourspeedselling.com/shifting-gears-a-new-model/#comments</comments>
		<pubDate>Tue, 11 Aug 2009 12:35:45 +0000</pubDate>
		<dc:creator>Charles Moger</dc:creator>
				<category><![CDATA[Engaging Four Speed Selling]]></category>

		<guid isPermaLink="false">http://www.fourspeedselling.com/?p=33</guid>
		<description><![CDATA[
Fashions change. Politics change. Social morals change. But, since man began to trade money for goods, sales has largely remained the same: target a prospect, make an offer, negotiate, overcome resistance, close the deal.
As we become more connected, more aware,  time-tested sales methods are losing effectiveness. We’ve all heard the scripts, seen techniques. We know [...]]]></description>
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