As most of you know from reading this blog, I’m a big proponent of challenger selling. I’ve written about the benefits ...
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Most people think sales is all about forming strong relationships with prospects. If you do that, they’re going to want ...
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Communication is so vital to success, whether you’re guiding your prospect through the project or communicating with ...
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“It ain’t whatcha write, it’s the way atcha write it.” – Jack Kerouac What if I told you that the key to reaching (and ...
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I’ve written blogs about how one of the best ways to capture a prospect’s attention is to emphasize specific ...
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Have you ever found yourself in a situation where you’ve had several volleys of good conversation (emails, voicemails, ...
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If you’ve taken any of my efficiency sales workshops, you’ve probably heard me say, “Most decisions are made ...
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Many buyers have a tendency to talk themselves out of the sale. Your job as a sales professional is to make sure they ...
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As an efficiency sales professional, you have an immense amount of knowledge about your offerings. You know what the ...
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Whenever you prepare for a presentation, you have to keep in mind who your audience will be and what it is that they ...
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