Is your product great, but your prospects aren’t buying? You know your product or service will help customers, but do they feel that you know...
Continue Reading →Category : Sales Process
Sales, Love & Getting Prospects To Put Skin In The Game
Whether you’ve finally landed a date with that long-time crush or are courting an ideal customer, do you find that you usually do all the...
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Muscle Memory & Selling
When It's Life Or Death Imagine for a moment your life is on the line, and you've hired some guy to watch your back. Would you want him to...
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Sales & The Power of Apology
We may feel that apologizing puts us in a weak position during a sale. But the fact is, in sales, the power of apology is huge, if it's done...
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CRM Tools: Beyond Tracking
Many salespeople hate CRM tools And many sales managers do not fight the noble fight and insist that the salespeople use their CRM...
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Sell The House, Not The Thermostat
My brother Tom is a successful real estate broker and an awesome salesman, at that. One of the things I've most admired about his sales talents is...
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Prospecting In New Markets: Fish Where The (Fat) Fish Are
Full disclosure... My idea for this post came while reading Chris Brogan's post of yesterday, Fishing Off The Back...
Continue Reading →Team Selling & Body Language – Three Best Practices
Style is as important as substance when selling in teams. I'm out there selling all the time, and sometimes I'm out there buying,...
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Motivating Your Sales Team: Values vs. Beliefs
Motivating For Performance is one of the fundamental issues facing supervisors and leaders in the Brave New World, and nowhere is...
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The Art of The Next Step – An Indicator and A Tactical Tool
If you try to close a sale in a first visit to a new prospect, you'll probably close the door and not get back in. Ever. In the Brave New...
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