Tag : customer focus

Sell Benefits, But Make Sure Your Customer Agrees!

Sell Benefits, But Make Sure Your Customer Agrees!

I'm All For Pitching... ... and with a book called "Sales Pitches that Snap, Crackle 'n Pop," I'd better be... right? Right. But please...

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Play It Again, Salesman Sam

Play It Again, Salesman Sam

  I was at a client's company offsite recently, with over 200 employees brought in from around the world. The first two days of the...

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One Simple Question – The One That Prospects Love

One Simple Question – The One That Prospects Love

  Last year, I was helping a client's sales team in the early stage with a new prospect. The account exec in charge had held two...

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Sneak Peek: “Selling in the Brave New World”

Sneak Peek: “Selling in the Brave New World”

Here's a preview of the sales workshop I'll be leading this Sunday at the Expat Expo in Zurich. Special thanks to the British-Swiss Chamber...

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“See ya’ later, Slater!”

“See ya’ later, Slater!”

Having just come back from the good ol' U.S. of A., I'm all caught up on local pop culture... and the latest of overnight sensations. Perfectly...

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Bridge to Customer Needs

Bridge to Customer Needs

  The last conference speaker before lunch was fantastic. He was engaging as a presenter, he really knew his stuff, his material was...

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Preparing For Success: A Conversation With Nadeschkin

Preparing For Success: A Conversation With Nadeschkin

I'm never shy when it comes to approaching celebrities. Sometimes they respond with haughty self-importance and let you know you're asking...

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Are You “Adding Value to the Conversation”?

Are You “Adding Value to the Conversation”?

I was coaching a small start-up entrepreneur recently who was saying he was stuck. He had been making a lot of calls, some cold, some warm,...

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The “Haves” vs The “Have Hads” – Keeping Your Edge

The “Haves” vs The “Have Hads” – Keeping Your Edge

One of the clear messages coming out of "Riding the Economic Rollercoaster" hosted by the British Swiss Chamber of Commerce this week in Zurich,...

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Best Salesperson in Switzerland

This guy gets my vote for the best salesperson I've met in Switzerland.  He is Swiss, but I'm not categorizing him as the best Swiss salesperson,...

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