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What To Say When The Customer Asks, “Why Should We Use You?”

So, you’ve got to the part of the conversation where the customer asks the £64,000 question, hence indicating they are interested but haven’t yet been persuaded to think seriously about your solution. What do they really want and need when this question, ‘Why should we use you?’ is asked? Well, they want confirmation and assurance that they are taking less…

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The Last Call Of The Day – Why It Is So Important

What’s the best part of the day for you? Be honest! Some answer that question with ‘the call where I get an expected yes!’ or ‘the time where I have the time to catch up on important things’. Others will say ‘the time when I pack up and go home to the people who are most important to me’ and…

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How To Make Our Goals Clear

We know that clarity brings results. It helps us focus on what we desire and so attracts the right results our way. But how do we establish that clarity? What can we do to ensure we have our goals with a client visible at all times? Here’s an acronym that should help you achieve that clarity at all times. I’ll…

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Are You Still Throwing Mud At The Wall Hoping Some Will Stick?

In today’s era of the modern and educated buyer, many sales people wonder if the idea of a planned sales interaction is best, or if you should essentially throw mud against the wall. The thought is that today’s buyer is too sophisticated to deal with the old style “pitch” and therefore it is best to just know everything there is…

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A Quick And Powerful Response To: “Tell Me About Your Company?”

Let me give you a rather quick, short and sweet answer to a common question. However, in the answer, I want you to really understand the concept; the idea that I am trying to make. Understand this and you will help solve more problems and close more sales as you answer this all too popular question. Tell Me About Your…

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Let’s Get Rid Of The PITCH And The PITCH Mentality

I don’t know exactly how in the world the word “Pitch” ever became associated with the world of selling. I do know that I personally do not care for the term. So many sales people and organisations still talk about their pitch or making their pitch or pitching the prospect. But if you just think about this for a minute,…

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A Great Sales Presentation Is Like A Great Golf Swing

A great sales interaction is not an accident. While an expert-level sales professional can make a sales presentation LOOK like a casual, impromptu conversation, does not mean that it actually IS a causal, unplanned conversation. In fact, a great sales presentation is very much like a good golf swing. Don’t worry, if you are not into the game of golf,…

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What To Do When The Prospect Wants To Engage In Sensitive Talk Like Politics or Religion

Often you get that prospect that wants to get you into a conversation about a sensitive issue such as political beliefs or theology. Also, there are those prospects that wish to use you as their personal sounding board for personal views on everything from racial issues to the sexual relations. It does not matter if your personal views on such…

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Should You “Wing It” or Have A Structured Sales Interaction?

Whenever the idea of a planned presentation comes up, usually the first thing sales people think about is a “canned script.” In a canned script, I am referring to the old-fashioned, smile-and-dial era, word-for-word, rehearsed, “Pitch.” Such was a primary tool of sales people, in particular telemarketers, years ago. Alternatively, we had the opposite of the canned spiel with the…

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How To Push Your Prospect’s Hot Buttons

“Find the prospect’s hot buttons!” “Push their hot buttons!” We’ve heard these thoughts before; but what do they mean? Is it to say that as a sales person you should try to discover your prospect’s primary areas of interest? How do you push those so-called buttons anyway? How do these hot buttons help you close sales? Exactly what is a…

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