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I Was Thinking Of You

I Was Thinking Of You

I was thinking of you… It sounds like a greeting card, doesn’t it? And why shouldn’t it? Is there any prohibition against starting a sales conversation with these or similar words? Hallmark has been doing very nicely, thank you, forever capturing the sound of sincerity with their slogans, and salespeople can learn a lot from these…

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8 Steps to Reach Your Sales Goals in 2020

8 Steps to Reach Your Sales Goals in 2020

The end of 2019 and beginning of 2020 is a great opportunity to examine your successes from the previous year, determine what you want to replicate, what you want to change and then set some goals for the new one. Because setting attainable sales goals can be a lot trickier, and more stressful, then people…

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Sales Philosophy – What You Believe Determines How Well You Sell

Sales Philosophy – What You Believe Determines How Well You Sell

I have a simple sales philosophy: provide value first and make a friend at all costs. Now, what’s YOURS? Do you believe every word of it? You should, if you want to be a great salesperson. EVERY salesperson should have a sales philosophy that they firmly believe in. It represents your values and defines who…

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Trade Show Staff Training – 5 Tips for Managers

Trade Show Staff Training – 5 Tips for Managers

With 2020 just around the corner, that means the Trade Show Season begins soon.  CES is in January and just a few weeks away!  Your sales teams need to be ready. There’s no job description that says “Stand in the booth and hand out brochures”, so it’s important that for each show each staff member receives…

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10 Common Mistakes Old School Persuaders Make that Top Sales Professionals Don’t – Part 3 of 3

10 Common Mistakes Old School Persuaders Make that Top Sales Professionals Don’t – Part 3 of 3

Part 3 of Common Mistakes Old School Persuaders Make. The facts and studies show… We can present all the facts, figures, studies and statistics; but it will not always convince your prospect/client. All decisions are comprised of part emotion, part logic. The skill is to know what parts to use. It depends on the situation…

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10 Common Mistakes Old School Persuaders Make that Top Sales Professionals Don’t – Part 2 of 3

10 Common Mistakes Old School Persuaders Make that Top Sales Professionals Don’t – Part 2 of 3

Part 2 of Common Mistakes Old School Persuaders Make. I am an outgoing people person, so I am a natural persuader. There are the stereotypical persuaders who are friendly, outgoing, and sometimes loud. Research reveals, however, that some of the best persuaders are actually introverts. How can you persuade if you are always talking? Great…

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10 Common Mistakes Old School Persuaders Make that Top Sales Professionals Don’t – Part 1 of 3

10 Common Mistakes Old School Persuaders Make that Top Sales Professionals Don’t – Part 1 of 3

Have you ever had someone try to persuade you with those old, outdated, offensive tactics? You know the ones I am talking about. Before you are even close to purchasing a product I am sure that you have been asked: “Do you want it in green or black?” I am sure you have also heard:…

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Close Effortlessly without Pressure or Anxiety

Close Effortlessly without Pressure or Anxiety

High Probability Closing is not an event. It’s an integral part of the entire sales process. We define “closing” as Mutual Commitment. Therefore, we request the prospect’s commitment at every step of the sales process, and we make corresponding commitments. We close throughout the entire sales process – typically between 25 and 45 times. Closing…

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‘Interested’ Prospects and Random Negative Reinforcement

‘Interested’ Prospects and Random Negative Reinforcement

“Interested” is one of the most common words that salespeople use in their prospecting and selling activities. If you can eliminate that word from your sales vocabulary and replace it with the word “want,” your volume of closed sales will rapidly increase. In most cases, just changing that one word can increase sales by up…

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Getting the Appointment

Getting the Appointment

What are you doing now to try and set up an appointment with your prospect? Calling? Is that all? Guess what? Every other salesperson is doing the same thing. They’re trying to get the appointment that could be YOURS! So, what are you going to do about it? Stand out! If you want the prospect to…

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