Research-based and field-tested sales training ideas that help you develop your team so they can prospect more effectively, close more sales, retain more customers, deliver more value and earn more money.

The right references can set you apart

The right references can set you apart

October 12, 2012 by

No matter what company you are calling on, chances are that the buying process involves checking references. Do you see providing them as some kind of “rubber stamp” or an opportunity to gain a strategic advantage? Look at it this way: If everyone competing for the business will provide good references, how can you deliver the best references? Here’s a process you can use to gain an edge.

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How do you sell when there’s no pain?

How do you sell when there’s no pain?

October 1, 2012 by

Most salespeople are taught some variation of solution selling: Find a buyer with a problem, and show how your product or service can solve that problem. But not all buyers have a problem, and sometimes that problem isn’t very urgent. So how do you sell to those people? Read on to learn more.

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