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The Post Close: How to Lock in a Sale and Avoid Last-Minute Surprises

Posted on February 18, 2017 by

Don’t sell past the close. You’ve heard that a million times. Once the customer says yes, just say, “Thank you very much and let’s get started.” The problem is, some customers still have unfinished business. And if you ignore it, you could find that sale slipping away.   In this Quick Take, you will learn:…

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Avoiding the “Yes Trap”: Building Trust with Prospects and Customers

Posted on February 17, 2017 by

You can offer the highest value, the lowest price, the best service. None of it matters unless you first win your customer’s trust. But trust takes time – time you don’t always have … and that’s what leads many sales people into the “Yes Trap” – and it crushes their credibility.   In this Quick…

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Tough Negotiations: How to Hold Your Ground With a Price Bully

Posted on February 17, 2017 by

We’ve all faced customers and prospects that pride themselves on how hard they can squeeze their vendors. But this approach only works when you let them get away with it. The secret is taking control of the negotiation so that customers see that you won’t be pushed around.   In this Quick Take, you will…

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The Secret to Selling CEOs

Posted on February 17, 2017 by

Presenting to CEOs is a challenge for even experienced sales professionals. CEOs speak a different language, think about business in a unique way and have very little time to deal with sales people who don’t instantly grab their attention. This Quick Take will uncover the secrets to winning the confidence of CEOs. You’ll learn what…

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Angry Customers: The Three R’s for Dealing with Hostility

Posted on February 17, 2017 by

Sooner or later, every salesperson faces angry customers. Maybe it was something you did. Maybe somebody else in your organization dropped the ball. Maybe the customer is just being unreasonable. Whatever the reason, you’re the one who has to take the heat.   In this Quick Take you will learn: The one thing an angry…

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The ‘Other’ Referral: Why it’s Valuable, How to Get It and What to Do With It

Posted on February 17, 2017 by

It’s no secret that referrals are incredibly valuable prospects that can turn into high-value buyers — and you should never miss the opportunity to ask your customers for them. But even experienced sales people forget to ask for “the other” referrals. Who are these “other referrals” and why are they so valuable? They may not…

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How to Unseat an Entrenched Competitor

Posted on February 17, 2017 by

We’ve all faced prospects who tell us, “I’m happy with my current vendor.” But are they really happy or are they just reluctant to hear your pitch because they believe changing vendors will be a hassle? In many cases, entrenched competitors have a huge advantage over you for no other reason other than prospect inertia…

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GAPS: How to Gain When There’s No Pain

Posted on February 17, 2017 by

Many salespeople are like doctors. They’re good at finding the customer’s pain and making it go away. But not every prospect has pain. They may not be 100% happy, but they don’t feel any urgency to change. So how do you sell to prospects who are feeling no pain?   In this Quick take, you’ll…

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Why a Lean Pipeline Maximizes Sales

Posted on July 14, 2015 by

There’s no question that you need to pay attention to your sales pipeline. If you’re not feeding it on the front end, your sales will dry up on the back end. So it’s reasonable to think that the more prospects you put in, the more sales you’ll have coming out, right?

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Why Salespeople Just Can’t Shut Up

Posted on July 14, 2015 by

As salespeople, we know we make more money when we talk less and listen more. And yet salespeople still talk too much. According to one study, the average salesperson talks over 81 percent of the time in a selling situation. So why do we keep dominating conversations with customers, even when we know we shouldn’t?…

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