I always thought of 'why' as core question in sales, now someone is telling me that you can't use it, it is too aggressive. Why? Or is this just another softening of sales?
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Alenmajer voted on the following stories on BizSugar
Why? - The Pipeline
Posted by
SellBetter under Sales
From http://www.sellbetter.ca 5104 days ago
Made Hot by: saraib820 on October 17, 2010 2:03 pm
Your Last Impression
Posted by
iannarino under Sales
From http://thesalesblog.com 5105 days ago
Made Hot by: ruth on October 15, 2010 3:57 am
Chances are, you will have many interactions with your dream clients over time. It is unlikely that your first impression will be what is remembered.
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What is your “Average Sale Cycle”?
Posted by
SellBetter under Sales
From http://www.sellbetter.ca 5106 days ago
Made Hot by: ofirafromjobshuk on October 14, 2010 3:54 pm
Sales people often have difficulty answering this question, which should not be the case for such an important element of their success. On the other hand, there should be a bit more clarity by what is meant by "average Sales Cycle".
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Sales Forecasting Accuracy: Two Questions You Must Answer
Posted by
iannarino under Sales
From http://thesalesblog.com 5106 days ago
Made Hot by: Cathode Ray Dude on October 13, 2010 4:21 pm
Salespeople and sale organizations are notoriously bad at forecasting. Two questions will make sure you are where you think you are.
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10 Greatest Pharmaceutical Sales Myths: Exposed
Posted by
starresults under Sales
From http://www.starresults.com 5107 days ago
Made Hot by: lovedthisarticle! on October 17, 2010 6:32 pm
For most pharmaceutical companies the sales force is still their most expensive promotional resource. I have to agree with IMS when they stated that “Although
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“Presentation” – Why I Hate That Word!
Posted by
mikeweinberg under Sales
From http://newsalescoach.com 5107 days ago
Made Hot by: Cathode Ray Dude on October 13, 2010 5:09 am
It’s Not About You – #3 We all have certain words that cause a negative visceral reaction when we hear them. Mine include cancer, child abduction and rosemary (that most heinous herb responsible for destroying otherwise fine dishes). I’m sure
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Write Your Needs Analysis and Buying Cycle Questions
Posted by
iannarino under Sales
From http://thesalesblog.com 5107 days ago
Made Hot by: ShoshFromJobShuk on October 17, 2010 6:05 pm
Most salespeople believe that they have the greatest ability to sell during their final presentation. Simply put, they are wrong. It’s much earlier.
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Sales Confusion – Sales eXchange – 66 - The Pipeline
Posted by
SellBetter under Sales
From http://www.sellbetter.ca 5108 days ago
Made Hot by: Cathode Ray Dude on October 14, 2010 6:01 am
With changing and evolving markets and buyers, it is up to the seller to change and advance his game. Sales people need to add and change their technique or risk being outdated, even when their product is not.
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Is Their Problem Really Your Problem? (A Note to the Sales Manager)
Posted by
iannarino under Sales
From http://thesalesblog.com 5109 days ago
Made Hot by: ofirafromjobshuk on October 14, 2010 1:54 pm
Sales managers want to “fix” or fire underperforming salespeople. Neither approach is the right first step to improving your team’s performance.
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Does Your Dream Client Want a Presentation? Really?
Posted by
iannarino under Sales
From http://thesalesblog.com 5109 days ago
Made Hot by: saraib820 on October 14, 2010 11:10 am
Even though some event may be necessary to advance your deal, your dream client doesn’t want what most salespeople believe is a presentation.
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