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The Ultimate Question That Gives You The Ultimate Answer

In a book I hold dear in my library, business loyalty guru Fred Reichheld revealed the question most critical to your company’s future: “Would you recommend us to a friend?” Just think about that question for a moment. If you asked all of your clients, they may well say ‘yes’. But what does it actually mean? Firstly, ‘recommend’. When you…

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The One Attribute That Makes A Big Difference

Salespeople often ask which is the most important skill they need to be successful in modern-day sales. Personally, I don’t believe there is just one skill that will put someone head and shoulders above the rest. But if I was forced to choose one skill, attribute, belief, characteristic or attitude that would serve a salesperson best in the new world…

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Three Ways Of Asking For the Sale, That ASK For The Sale

In the recent post, “Are You Really Asking For The Order?” I talked about how many sales people suffer with using weak, fearful closes that do not actually ask for the order. A few of them are: 1. Waiting for the prospect to take the initiative and ask for the sale 2. Asking the prospect what they think 3. Using…

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Asking Business Questions To Build Rapport With Prospects

One of our trainers asked on a sales course recently how they open their visits with customers. Many offered the idea that they should build rapport with customers by commenting on the weather, some items the prospect has in the office, what their journey was like that day, and so on. Our trainer asked how long they take to ask…

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