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Should I Present Solutions? Or Are Options Better?

Those questions were raised at a recent sales course we ran, and they are interesting because most salespeople are trained to present and close at every opportunity. In fact, in one of my favourite films, Glangarry Glenross, Alec Baldwin is famous for using the ABC method of closing, standing for Always Be Closing. So why wouldn’t you always offer the…

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Some Home Truths, Enthusiasm Can Kill The Sale

In a previous blog we discussed some ideas that many salespeople still live by, but have been proved to be either old school or too cheesy for today’s savvy business buyer. Our next home truth shows that, even though there might be some room for positive enthusiasm, many people think it will automatically encourage the prospect to be on their…

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