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Controversial

5 Myths & Misconceptions Of Top-Quality Salespeople

Posted on Have Your Say: Leave a comment?

Our profession is full of myths and misconceptions. It has a plethora of ideas and techniques that have followed sales people down the ages, some of which have been built on shaky ground, others on foundations that are so old fashioned, they wouldn’t support any modern type of analysis. Here are my ideas on the [...]

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The "Take-Away" Can Be A Great Tool To Close Sales

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For some reason, an intrinsic part of human nature is to desire that which is forbidden. It seems that whatever it is that we cannot, or should not have, are the very things we want most. Take anything, and deny someone of their right, ability or choice to have it, and they will want it [...]

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Is It An Objection, A Stall Or A Condition?

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You ask for the order and the prospect does not accept. Is the prospect objecting, stalling or is there a condition that is preventing the sale? I know these terms are familiar, but I don’t believe most sales people understand the differences between these three no-sale responses. However, understanding the difference will allow you to [...]

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Should You EVER Make Small Talk On A Cold Call?

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Small talk: That warm up is always a good thing in a face-to-face sales interaction. It’s that short period of time you have to create some rapport and chitchat a bit to ease into the sales presentation. However, should you ever attempt to initiate such a warm up in a cold call? While there are [...]

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