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Sales Process

How To Make Sure You’re Selling The “Right Kind Of Value”

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What was that? You mean, there are different kinds of value the customer is looking for? Boy, I thought it was hard enough selling value to my customer, and now you’re telling me that there may be different ways that they evaluate value! What can I do about that? This is often the reaction when […]

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Change From Being Effective To Affective

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I had a very interesting conversation with one of my clients this week. We had trained many of his sales people, and he wanted more development for a select few of his team who had been with the company for a relatively long time, but had plateaued in their performance and their results. He said […]

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Transitioning From Presenting To Gaining Commitment

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There comes a time in every salesperson’s discussion with a prospect when they need to change tack and get to the decision-making bit. You know…grabbing the prospect by the throat and saying  ‘Look, this is what you NEED…when are you gonna say YES?!!!” I know it’s a little forward, but that essentially is what you […]

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“Stick Out Your Tongue And Say Ahh…” To Build Sales Value

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You’ve spent years perfecting your craft and learning everything there is to know about what you sell and the competition. However, you have to be careful not to allow that knowledge to flow too swiftly. The Instant Response Of course, some products and services require light-speed responses, but selling most products and services today, requires […]

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Still Confused About Modern Day Selling? Watch Sean McPheat In Action At The ISMM

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Sales 2.0 and modern day selling are hot topics right now, as more and more sales professionals and business owners are seeing the benefits of applying these concepts within their day-to-day sales processes. Social media and the internet have become big players in the business world, but few professionals really understand how to use these […]

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