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Know The Enemy

A New Perspective On Researching The Competition

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One thing that salespeople have to do in abundance is to research the competition. But there is another mindset that you can work on that will offer a different perspective on things. Most salespeople will carry out research on their competition. They try to keep up to date with what offers the competition are making [...]

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Techy Tuesday – Be In The Know With Google Alerts

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When the Google.com domain first went online in 1997, few could have guessed it would soon become the massive online entity that it is today. With over 620 million visitors to the site every day, who produce more than 87 billion worldwide searches every month, Google should be considered any business’ first point of call [...]

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What To Do When The Prospect Blames You For Your Competitors’ Failures

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What do you do when the prospect wants to hold you accountable for a problem caused by one of your competitors?  The prospect had a bad experience with a company that sells the same product as you, and is convinced that doing business with you will have the same result.  Guilty By Association Below is a [...]

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3 Ideas for Selling Against The Competition

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Many questions we get asked here at MTD revolve around selling against the competition. If prospects mention they are talking to other suppliers, how should you handle it? What’s the best way to approach the subject without it sounding apologetic or obviously downgrading their capabilities? The best way is to define how the competition are [...]

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