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Prospecting

How To Deal With The “Lowest Price Wins” Prospect

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You know the situation. You’ve highlighted the value of your products and services and done everything possible to help the prospect see the benefits of dealing with you. And yet you still get the response that you’ll have to do something with your price. Even though there’s no doubt that your product or service is […]

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The Only 4 Reasons Your Prospect Will Buy

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It’s really quite simple when you consider it: customers become customers if you solve a business problem or create an opportunity for them. That’s basically it, really. But so many salespeople think that just regurgitating a whole brochure-load of facts and information about their products or services will do this for the customer. Unfortunately, this […]

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Why Features & Benefits Don’t Work in Today’s World

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How many times have you heard that you shouldn’t just present features of your product, but you should also reiterate how those features benefit the prospect? It has been the staple diet of most salespeople over decades of selling, and is used in most sales interactions. However, what if the benefit isn’t? That is, what […]

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How To Justify The Value Of What You Are Offering To The Prospect

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I met with a prospect not long ago and we spoke at length about his concerns and how he needed his salespeople to move away from the status quo and start bringing in more sales. Without that happening, he may have to make redundancies. After discussing what we could do to assist him, he asked […]

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4 Sat Nav Sales Tips To Remember On Your Way – Infographic

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So, you’re on your way to visit a new prospect and you have all of the details you have prepared for the visit. If it’s your first time visiting this new prospect – nine times out of ten you will use a satellite navigation system to help you get there. There are parallels between setting […]

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