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	<title>The UnNatural Salesman &#187; Sales Calls</title>
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	<link>http://theunnaturalsalesman.com/sales-training-resources</link>
	<description>A Sales Training Resource for Sales Professionals</description>
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		<title>The Truth About Price</title>
		<link>http://theunnaturalsalesman.com/sales-training-resources/the-truth-about-price/</link>
		<comments>http://theunnaturalsalesman.com/sales-training-resources/the-truth-about-price/#comments</comments>
		<pubDate>Mon, 14 Sep 2009 12:45:43 +0000</pubDate>
		<dc:creator>Tim_Kubiak</dc:creator>
				<category><![CDATA[Inside Sales Training]]></category>
		<category><![CDATA[Sales Training]]></category>
		<category><![CDATA[Adding Customer Value]]></category>
		<category><![CDATA[Dealing with Price objections]]></category>
		<category><![CDATA[Sales Calls]]></category>

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		<description><![CDATA[“Price is a factor, Price is always a factor”.  Not sure who said those ominous words first but as much as we don’t want to believe it they are true…but only to a point.  Price is always part of the equation just like in most business concerns about shrinking profit margins and rising expenses is a reality that the talented overcome while the masses just resign themselves to selling for less and having to sell much more year after year to keep the income level the same.  A client base built over time and healthy prospecting is part of the answer to the problem but so is maximizing each and every opportunity.

How?  Glad you asked.  First you most likely aren’t the cheapest]]></description>
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		<title>When You&#8217;re in Sales Style Matters</title>
		<link>http://theunnaturalsalesman.com/sales-training-resources/when-youre-in-sales-style-matters/</link>
		<comments>http://theunnaturalsalesman.com/sales-training-resources/when-youre-in-sales-style-matters/#comments</comments>
		<pubDate>Fri, 04 Sep 2009 13:00:10 +0000</pubDate>
		<dc:creator>admin</dc:creator>
				<category><![CDATA[Sales Presentation Skills]]></category>
		<category><![CDATA[Business Style Guide]]></category>
		<category><![CDATA[Corporate Dress Code]]></category>
		<category><![CDATA[new business developement]]></category>
		<category><![CDATA[Sales Calls]]></category>

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		<description><![CDATA[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 walk of life. You name it, I’ve either interviewed them for the position, taught them their position, coached them in their position or as a manager, tolerated their behavior more than I should have.  I’ve met professionals from the most immature to most seasoned sales pro. Taking a step back, let’s little a little closer at some personality types.]]></description>
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		<title>Great Expectations and Unhappy Customers</title>
		<link>http://theunnaturalsalesman.com/sales-training-resources/great-expectations-and-unhappy-customers/</link>
		<comments>http://theunnaturalsalesman.com/sales-training-resources/great-expectations-and-unhappy-customers/#comments</comments>
		<pubDate>Fri, 28 Aug 2009 15:00:46 +0000</pubDate>
		<dc:creator>admin</dc:creator>
				<category><![CDATA[Inside Sales Training]]></category>
		<category><![CDATA[Customer Service]]></category>
		<category><![CDATA[Sales Calls]]></category>

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		<description><![CDATA[We’ve all had them….a customer calls you so angry that all they want to do is spit in your face, tell you what a loser you are and get off the phone or out of your sight. You, being the sales professional that you are, have the ability to turn the whole situation around and win the customer back. Your true skills will now come into play.  First, you must be willing to empathize with the customer and acknowledge his problem or concern is real. To him, it is or he wouldn’t have taken the time to contact you. Then, together with your customer you must determine the best approach. Think long and hard about this one. Determine that you really want to work with this company. Are they the type of customer that you want? Back in chapter 5 we talked about who you want your customer to be? Does this customer fit the profile of the company you want to grow business with? If not, be honest enough to move on. If it does, be bold enough to fix whatever went wrong and honorable enough to make sure that it goes right moving forward.

More than once in my career, I’ve had “that call” – the one from the customer who hates their sales rep; professes that their rep can’t do anything right; that every shipment is wrong; that they can never get them live on the phone; I even had a man tell me recently that he’s waited three months for a price quote! When these calls come across, it’s important to understand that there’s a lot of emotion speaking so we need to be remain calm (That’s the tough part!). Go back to your basic skill set that you’ve now honed and start by acknowledging that you understand that the caller is upset. Commit to helping them and commit to making the situation right for them. Again, this assumes that this is a customer that you want to grow business with. In many cases, the customer will wind up being very happy and come back to you because you took the time to make their situation correct. ]]></description>
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