Sales Discovery: How to Gain When There’s No Pain

Posted on August 25, 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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The ‘Other’ Referral: Why it’s Valuable, How to Get It and What to Do With It

Posted on August 10, 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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Avoiding the “Yes Trap”: Building Trust with Prospects and Customers

Posted on July 18, 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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Angry Customers: The Three R’s for Dealing with Hostility

Posted on July 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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How to Unseat an Entrenched Competitor

Posted on July 5, 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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The Post Close: How to Lock in a Sale and Avoid Last-Minute Surprises

Posted on June 21, 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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Coaching: How to Help Reps Bounce Back After a Failure

Posted on June 20, 2017 by

Some salespeople bounce back from painful losses with grit and resolve. Others feel crushed, lose confidence and stop doing the things that made them successful. Otherwise talented reps may even quit – which can put customer relationships at risk and leave you short-handed. As a manager and coach, how you communicate with reps can have…

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Coaching: How to Help Reps Bounce Back After a Failure

Posted on June 20, 2017 by

Some salespeople bounce back from painful losses with grit and resolve. Others feel crushed, lose confidence and stop doing the things that made them successful. Otherwise talented reps may even quit – which can put customer relationships at risk and leave you short-handed. As a manager and coach, how you communicate with reps can have…

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Show Your Work: Why Buyers Need to See Your Effort

Posted on June 15, 2017 by

Little changes in approach can have a big impact. Discover how the concept of “reciprocity” works and how you can harness it.   In this QuickTake, you will learn: Why it’s always important to “show your work” with prospects and buyers Why a little bit of extra effort on your part can produce a big…

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Show Your Work: Why Buyers Need to See Your Effort

Posted on June 15, 2017 by

Little changes in approach can have a big impact. Discover how the concept of “reciprocity” works and how you can harness it.   In this QuickTake, you will learn: Why it’s always important to “show your work” with prospects and buyers Why a little bit of extra effort on your part can produce a big…

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