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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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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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The Secret to Getting Exponentially More Sales

The Secret to Getting Exponentially More Sales

In sales, it can get quite stressful when it comes down to talking to other people about your products or services. The simple fact is, if you don’t make any sales, you don’t make any money. As what’s pretty obvious, this can have a huge impact on your financial and personal standing. You want to…

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4 Ways to Sell More by Building Rapport

4 Ways to Sell More by Building Rapport

Building rapport is often a much overlooked critical part of the sales process. In fact, without rapport, you are almost guaranteed not to make a sale. First, let’s define what rapport is and what’s really at work here. Rapport is defined as a relationship of mutual understanding or trust and agreement between people. You build…

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Sales Tips – How to Cold Call Anyone

Sales Tips – How to Cold Call Anyone

There has been much written about the right and wrong way to cold call. Some information you will find extremely useful, while others you may find dull and tedious. 9 times out of 10 you will find that the dull information about cold calling written by those who have never done it. So just how…

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C-Level Selling Tips – The Fastest Path to Relationships and Sales is Through Your Ears

C-Level Selling Tips – The Fastest Path to Relationships and Sales is Through Your Ears

Listening is the key to establishing relationships and selling. If you learn what your prospects want, and/or forgot to mention, and/or don’t know about, and what they mean by the words they used to describe what they want, you’ll have a complete description of what it will take to win these people over. It works…

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