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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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A Quick And Useful Solution Selling Model To Use

Success leaves clues and from working with and training thousands of the very best sales people in the world I get a great insight into what they do and how they do it! One of the key factors that makes these people stand out from the rest is structure. That does not mean that they are not flexible, far from…

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