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There is more to the picture than meets the eye, good sellers, know how to paint a picture that resonates with the buyer on all levels. Read More
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Don't sit there waiting for things to be perfect. Jump in, execute, learn and apply. Don't let opportunity pass you by because it or you were a bit off. Read More
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No matter how good your relationship with a member of the decision team, you need to cover the whole team, and the team captain. Unless you engage each member of the team on their own terms, you are likely to lose. Read More
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How a rep recovers from rejections will dictate their use of time, resources, and ultimately their overall sales success. Read More
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Don't let active listening morph into selective listening, take in everything the buyer says, not just those things that you want to hear. Read More
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The last thing you want to do on a cold call is stink the other person out, practice good phone hygiene using the following things. Read More
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If you want to avoid selling on price or a discount, you need to create a value surplus and avoid a value deficit. This involves building value for the buyer, not value for the product. Read More
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If a company can understand the need to amortize assets over a number of years, should they not have the same outlook on developing their human assets? Read More
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There is no rule that says you have to wait to ask for referrals. Ask early and ask often, you will be well rewarded. Read More
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Rather than spending your time looking for lessons from spin master, spend your time applying what you know, and ignore the silliness around you.  Read More
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