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Decision Makers vs. Influencers

Decision Makers vs. Influencers

What salesperson has not been disappointed to hear he/she has lost a deal as the result of selling to the wrong person? Despite asking, many salespeople, without knowing it, find themselves pitching to someone other than the decision-maker. Because this can be a fatal error, let’s think about how to identify and get to the…

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How to Sell With Ease – 5 Simple Steps

How to Sell With Ease – 5 Simple Steps

Creating a successful business is a two-step process. FIRST, you must be able to effectively market your products and services. SECOND, you must be able to convert the prospects or leads your marketing generates, into paying clients. If you get the marketing part down, but you can’t convert, you still won’t have any clients and…

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3 Traits of Successful Salespeople

3 Traits of Successful Salespeople

There are numerous types of salespeople in the world. In fact, sales are the highest populated position across the planet. The main factor for this is because it is one of the highest paying careers throughout the world. Of course, not every salesperson is successful and only five percent of those who are making the…

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The Sales Qualification Process – Making It Work For You

The Sales Qualification Process – Making It Work For You

If you’ve been alive during the last 10 years then the chances are that you’ve been ‘pitched’ by a salesperson numerous times. You probably knew what was going on and that you were being ‘sold’ to. Some were probably better than others but I’m betting that most were a ‘canned sales pitch’ that did little…

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Home Runs are Great but Bunts Win Games and a Key to Sales Success

Home Runs are Great but Bunts Win Games and a Key to Sales Success

Every now and then salespeople hit a home run – close a big deal. When these happen you have the right to celebrate and pat yourself on the back for your patience, persistence, skill and perseverance. I know the feeling of closing a big sale. I also know the disappointment of not closing a big…

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Selling You – Your Competition Can’t Duplicate No Matter How Hard They Try

Selling You – Your Competition Can’t Duplicate No Matter How Hard They Try

Regardless of whether you’re selling sprockets, widgets, ice cream or smartphones, you can be sure you’re not the only one selling it. Here’s two sure-fire steps you can take that will keep you ahead of your competition. Why two steps? Simple. Your competition is probably trying to stay one step ahead of you. By taking…

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Cross Selling Across Divisions

Cross Selling Across Divisions

I don’t know of an organization that does not want its salespeople to cross-sell. The big question is why it is so difficult to successfully implement a cross-sell strategy, especially across divisions. Certainly product knowledge is a real issue and so is compensation – What’s in it for me? But more than that are the…

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How To Become a Better Salesperson

How To Become a Better Salesperson

Most novice or untrained salespeople make the same three mistakes. In brief, they are; They don’t identify their target market and end up trying to sell to anyone and everyone. They are in too much of a hurry to show off their product. They try to “close” the sale without establishing if the prospect is…

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Five Steps For Sales Success in a Slow Economy

Five Steps For Sales Success in a Slow Economy

A slow economy is a difficult time for business and no salesperson welcomes it. As total business volume slumps, triggering apprehension of deeper recession and pessimism and uncertainty can prevail. However, it is an inevitable part of the economic cycle and businesses should learn to cope with it and salespeople should develop a strategy to…

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Closing Techniques to Make You More Money

Closing Techniques to Make You More Money

Closing skills will be a great persuasive tool to get under your belt, and the sooner you do so the better. Remember, as the salesperson, whether you’re selling a product or trying to get your teenager to understand your point of view, you are in an advisory role. You are your prospect’s advocate. The more…

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