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Tag Archive
Put the Line Up on the Score Card – Using Your Resources
Ahh…resources…..We’ve all got them….Problem is most of us don’t know how to use them. Look around your office. Quite likely there’s a person who knows your systems like the back of their hand and you get confused every time you log on. Ask them for advice! There’s probably a product expert on hand that... »
When You’re in Sales Style Matters
People buy from people they like. Make no mistake about it! We’ve talked about buying criteria, who actually makes the decisions, etc. But the fact remains, when people LIKE you, and you have what they need at a fair price and perceived value, they’ll buy from you. I’ve worked with sales professionals from every... »
If they look at their shoes…I’ve got them
All too often we forget that it is really the little things that make the difference, perhaps even more so when it comes to making sales and caring for customers. All too often people are tempted to go off and tackle the big issues, to move mountains to prove their ability to... »
Dealing with Call Reluctance
So when it comes to call calling there is one thing that happens to even the most dedicated cold callers, the occasional case of Call Reluctance. Call reluctance is a nice term for I don’t want to cold call, call anyone and in some cases have anything to do with dialing the phone.... »
Selling and the Value of Zero
Welcome, now let’s dispense with the pleasantries and get right to the heart of the matter. It’s cold, it’s not at all pleasant and it should scare you. Sales is the only profession in the world where Zero haunts you at each and every turn. Now with tongue firmly planted in cheek lets... »