"My most important appointment is prospecting and I do it first up every day." "I qualify all leads I generate and have an approach to handle those that aren't ready…
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I declare right up front that I am not, and never have been a fan of the Hard Sell. You have probably guessed that from all my previous posts. And…
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In the world of sales there has always been the following advice for customers and for good reason: Buyer beware Read the fine print If it's too good to be…
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You don't have to discount price to win good business and good customer relationships even in tough markets. I mentioned earlier this year my team and I are working on…
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Everyone I am speaking to, at least, are aware they are working in a softening market. Some businesses of course are counter cyclical, meaning they can make money in these…
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I awoke early this morning to the sound of gentle rain falling and found myself immediately praying for more. This prayer came automatically during one of the most tragic weeks…
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I often get requests by sales mangers for negotiation skills training for their sales people when in fact upon further investigation their people usually need consultative selling skills…
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Normal 0 false false false EN-US X-NONE X-NONE MicrosoftInternetExplorer4 The term 'Relationship Selling' is often bandied about by sales managers and sales people without properly defining what it…
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As markets tighten and market competition increases, it becomes increasingly difficult for companies to achieve product differentiation in their market place. As such, businesses will find it harder and harder…
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Several years ago I read a great book called 'Kids Are Worth It - Giving Your Child the Gift of Inner Discipline' by Barbara Coloroso. This book has served me…
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