There is an enormous difference between respecting your client and being subservient and fearful. Salespeople who fear losing choose to be subservient and fearful, and by doing so, they lose their dream client’s respect and their opportunity
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If You Would Have Your Dream Client’s Respect
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From http://thesalesblog.com 5082 days ago
Once you begun to pursue your dream client, you cannot afford to disappear. Even when you get another big dream client engaged, you must continue your unrelenting, value-creating pursuit. You cannot disappear for months on end without having to rebuild the credibility and trust you gained by our sincere interest before you disappeared without starting over
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Piling on! More on the Most Useless Metric in Sales
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From http://thesalesblog.com 5084 days ago
Forecasting in sales is tricky business. Using the standard forecasting rule of increasing the odds of winning as a deal progress isn’t accurate and contributes to many missed forecasts. Ask the questions and study the evidence to produce better forecasts . . . and to do something about winning the deals while there is still a chance of doing so
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How To Provide Your Dream Client with References
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From http://thesalesblog.com 5106 days ago
Sales reps often provide references based on the size of the client and how much their client likes them. Both are good choices, but there are other equally valid reasons to choose other clients for references. To make them effective, they need to know why you chose them and how they are supposed to help you sell
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How Not to Sell on Price: The Iannarino Principle
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From http://thesalesblog.com 5111 days ago
The role of the professional salesperson is to create so much value for their dream client that they can confidently capture part of that value for their company for themselves
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How To Be a Consultative Seller: Five Minutes with Mack Hanan
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From http://thesalesblog.com 5112 days ago
Want to be a consultative salesperson? I asked Mack Hanan about how salespeople can bridge the gap that exists between consultative selling and being a vendor
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There are a lot of people that are counting on you to produce results. Your company is counting on you to increase their sales. Your dream clients are counting on you to find them and help them produce results. Your family is counting on you to secure their present and future. But most of all, you have to be able to count on yourself to take the actions necessary to being someone others can count on
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Six Principles for Cold Calling
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From http://thesalesblog.com 5114 days ago
Lots of salespeople are challenged by having to make cold calls. But there are some principles that, if taken to heart and adopted into your practice, can make cold calling a lot more effective
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Ignorance Is Bliss: Why Your Dream Client Takes the Blue Pill
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From http://thesalesblog.com 5115 days ago
Change efforts come with their own pain. When the pain of the change effort outweighs the pain your dream client is experiencing, they are likely to keep the pain they know
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Effective selling has rules that, like gravity, cannot be broken. Working within these rules and allowing them define your sales behaviors will allow you to succeed. Violating these iron laws of sales will destroy your effectiveness and your results
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