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Sales Process Productivity – 5 Best Practices and 20 Key Questions

Sales Process Productivity – 5 Best Practices and 20 Key Questions

While many businesses make efforts to improve production, distribution, and various administrative work processes, it is less common to find organizations that focus on applying the fundamentals of Continuous Improvement to the sales process. However, our research and experience indicate the selling process is more complex than many people realize. In addition, we have consistently…

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Get Past The Gatekeeper & Close More Sales

Get Past The Gatekeeper & Close More Sales

Cold calling is tough and not for the weak hearted. When you cold call you are often confronted with the “gatekeeper“. One of the gatekeeper’s jobs is to keep salespeople like you away from the decision maker. They are not willing to share information with you, or they may send you into an endless loop…

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Apple’s courage to remove the headphone jack has created a brave new world!

Apple’s courage to remove the headphone jack has created a brave new world!

Apple’s ‘courage’ to remove the headphone jack has created a brave new world It was barely two years ago when we lamented the loss of the headphone jack on the iPhone. The iPhone 7 had just arrived with a gorgeous jet black color, a solid-state home button, and a dongle in place of the 3.5mm…

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Sales Tips – Focus on What Your Prospects Really Want

Sales Tips – Focus on What Your Prospects Really Want

The more you learn each day the clearer the sales process becomes. The greater your ability to understand what your prospects really want the more astute you will become as a sales professional. So many times we get caught up focusing on the product or service and do not take a moment to stop and…

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Secrets to Overcoming and Handling Price Objections

Secrets to Overcoming and Handling Price Objections

The reality is prospects don’t typically just say “no“, but instead they hit you with an objection. An objection will almost always be a roadblock for the untrained salesman. Some of the most common objections are: • Send me some information and I’ll get back to you • Let me check with my partner •…

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Sales Tips – What is it about objections that make so many of us in sales so nervous?

Sales Tips – What is it about objections that make so many of us in sales so nervous?

When talking with prospective customers for your cleaning business, you’re bound to have objections. To minimize objections, it helps to know why people raise them in the first place. Here are some of the main reasons for objections:  > Your presentation was weak and didn’t fully answer their questions  > You didn’t establish trust or…

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Are You Using the Right Tone in Sales Calls?

Are You Using the Right Tone in Sales Calls?

In the modern world of commerce, more and more business is being done through electronic means, whether over the phone or through the Internet. This means that the field of play for salespeople has changed dramatically from what it once was. Studies of communication have revealed that a significant portion of our communication takes place…

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How to Learn the Secrets of Selling From Famous Movie Super Villains

How to Learn the Secrets of Selling From Famous Movie Super Villains

THE ART AND SCIENCE OF HOW TO INCREASE EFFECTIVENESS: THE BAD GUYS GOT IT DOWN TO A SCIENCE. Who’s your favorite movie villain? Dr. Evil, Dr. No, Gordon Gekko, Hannibal Lecter, Darth Vader, The Joker, Dr. Octopus, The Terminator? Google movie villains to see the big list and pick your favorites. Every super villain you…

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