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	<title>The UnNatural Salesman &#187; Selling through referrals</title>
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	<description>A Sales Training Resource for Sales Professionals</description>
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		<title>Selling in a Tough Economy Part 3</title>
		<link>http://theunnaturalsalesman.com/sales-training-resources/selling-in-a-tough-economy-part-3/</link>
		<comments>http://theunnaturalsalesman.com/sales-training-resources/selling-in-a-tough-economy-part-3/#comments</comments>
		<pubDate>Sat, 08 Aug 2009 22:54:07 +0000</pubDate>
		<dc:creator>admin</dc:creator>
				<category><![CDATA[Sales Training]]></category>
		<category><![CDATA[Cold Calling]]></category>
		<category><![CDATA[Increasing Wallet Share]]></category>
		<category><![CDATA[Selling in a bad ecnomy]]></category>
		<category><![CDATA[Selling through referrals]]></category>

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		<description><![CDATA[Times are tough less money is being spent which means all your hard work has to go into qualifying opportunities.  Be honest you're going to have to work harder to find them because there are less of them.  And here's the kick the challenge you need to accept is that you need to find more opportunities than in other times.

No you didn't misunderstand what I just said I said there are less opportunities in the general market and now is the time you have to find more of them. Wait a second it might sound stark raving mad but bear with me because this is the real key to selling more.  In a way you're hedgng your bets.

If times are tough and they are.  And people slow their buying it means a variety of things.  First there are less orders to go around. Secondly unless you are an infinitely better guesser than me which I don't doubt you still don't know which accounts are going to put off purchasing decisions or lose budget funding.]]></description>
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		<title>Selling in a Tough Economy Part 2</title>
		<link>http://theunnaturalsalesman.com/sales-training-resources/selling-in-a-tough-economy-part-2/</link>
		<comments>http://theunnaturalsalesman.com/sales-training-resources/selling-in-a-tough-economy-part-2/#comments</comments>
		<pubDate>Sat, 08 Aug 2009 22:43:29 +0000</pubDate>
		<dc:creator>admin</dc:creator>
				<category><![CDATA[Sales Training]]></category>
		<category><![CDATA[Cold Calling]]></category>
		<category><![CDATA[Increasing Wallet Share]]></category>
		<category><![CDATA[Selling in a bad ecnomy]]></category>
		<category><![CDATA[Selling through referrals]]></category>

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		<description><![CDATA[Each and everyone of you have a network out there in the world both personal and professional but chances are most of you don't use it.  Now to address your concern but if I spend all my time with the business you have it won't grow.   Absolutely right and it's a dangerous thing to have too much business in one place regardless of the economic conditions.  So let's begin building up your network and using it to grow your business.   We're going to cover three area's that you should be using, your professional contacts, on line, and Events.

Looking at the example of a person who has moved on to a different company.  Boy they were a great customer you're really going to miss them!  Are you going to let that person go forever while you just stand there and wave good bye to them like some love lorn lead character on a dock as the ship pulls out to sea like you see in the movies.  If so here's a free hint… really no extra charge…GET OUT OF SALES NOW.

A lot of people do this everyday in a much less dramatic fashion they lose track of their professional contacts as they move on.  Now you can become the match maker and benefit all along the way.  Send them a note.  Put them in your data base and update the records as they move.   What if they don't follow up and send it to you.  Well you know where they went because you asked right.  You have a few choices.  First just call to say hi. Check in to see how the new gig is going.  Most of the time you want a real reason to call…in this case finding out how things are going is a real reason.   
]]></description>
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		<title>What do your customers see when they see you</title>
		<link>http://theunnaturalsalesman.com/sales-training-resources/what-do-your-customers-see-when-they-see-you/</link>
		<comments>http://theunnaturalsalesman.com/sales-training-resources/what-do-your-customers-see-when-they-see-you/#comments</comments>
		<pubDate>Sat, 08 Aug 2009 19:55:28 +0000</pubDate>
		<dc:creator>admin</dc:creator>
				<category><![CDATA[Sales Training]]></category>
		<category><![CDATA[Customer Service]]></category>
		<category><![CDATA[Increasing Wallet Share]]></category>
		<category><![CDATA[Selling through referrals]]></category>
		<category><![CDATA[Team Selling]]></category>

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		<description><![CDATA[Do they see a salesperson who is always standing there with their hand out schlepping something or do they see you as a resources to thei
So the gaol of every sales person in their accounts where there is repeat business to be had is not just to become their resource but to be their go to resource.

Its a topics that is often grazed over in sales training for sexiers and more prominates sales speak about cold calling and new business generation and what to do and how to present when you get infront of a client.  

Assuning you've been selling for a while thenthere is no doubt you've worked hard to find out what your customers and prospects need that you have to offer.  Have you found a unique way to position yourself as a resource and an asset, worked to improve their business and helped them feel good about doing business with you?  Have you done the home work and know your business (product knoweldge that applies in the real world matters) and a good about theirs.

If you haven't got that last part down quite yet take a few minutes to do a little research, it will help you to build and establish credibility with your customers and prospects.  In 30 minutes with the help of the internet and a few well crafted searches you can not only read through their website and press releases but also figure out who their competitors are, uncover some articles on trends and issues affecting their industry and even your individual contacts area of the business.

Well applied knowledge will make you stand out against your competition.  It just takes a little time, and a little thought but the effort will be well worth the rewards.]]></description>
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