Category : Sales Process

Passion Tells. Conviction Sells.

Passion Tells. Conviction Sells.

Passion tells the prospect about you. Conviction sells the prospect, because it's customer-focused. # # # “Passion” is one of the most...

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What Are Your Big Selling Challenges? Take The S.C.O.R.E© Survey

What Are Your Big Selling Challenges? Take The S.C.O.R.E© Survey

Hey, solopreneurs and independent consultants! Are you ready to dig deep into your big sales challenges, to affirm what you're doing well, and...

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Introducing The S.C.O.R.E. Sales System & Sales Training Model

Introducing The S.C.O.R.E. Sales System & Sales Training Model

If you're an independent consultant, freelancer or a startup with challenges in the area of driving sales and developing new business, I can honestly...

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Pitching In Teams: Harmony Matters

Pitching In Teams: Harmony Matters

Pitching in teams is usually more effective than pitching alone. There is one caveat, however. Your sales team must be in sync, in harmony....

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Tough Love & The Paradox Of A Successful Sales Pitch

Tough Love & The Paradox Of A Successful Sales Pitch

When it comes to pitching new business, what drives success? Often, it's not about "nailing the brief," but about leveraging the paradox of a...

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Attraction Is An Emotion, And Why Emotions Sell

Attraction Is An Emotion, And Why Emotions Sell

Real estate is a great industry for demonstrating the importance of the first impression in a sale. Without the Wow! Factor, many buyers will dismiss...

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Failure Sucks! How To Succeed With Three Winning Sales Strategies

Failure Sucks! How To Succeed With Three Winning Sales Strategies

I'm cynical about all the group-hugging celebrating failure. While I may give you a pat on the back for your courage, I'd rather take a stand and...

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Building Rapport? Think LinkedIn, Not Facebook

Building Rapport? Think LinkedIn, Not Facebook

Building rapport is often a good way to start a first face-to-face meeting with a prospective customer. However, there are pitfalls. As a mindset,...

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Cold Calling: One Mindset & One Technique

Cold Calling: One Mindset & One Technique

Cold calling is not as daunting as many believe, particularly if you embed one mindset and get comfortable with one technique. + + + Very few...

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Two Steps To Make Your Sales Process More Effective

Two Steps To Make Your Sales Process More Effective

The two biggest mistakes I see in the customer acquisition process is that marketers say too much and salespeople explore too little. It follows that...

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