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Jun 21, 2022

Your mind is a powerful tool that you can utilize in any area of your personal or professional life and this is especially true in a professional sales position. 

 

  • Pain is in the mind
  • Using "triggers" for positive actions

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Jun 8, 2022

Often we see that there are two camps when it comes to closing the sale. The first camp keeps presenting information, features and benefits until the buyer says they are ready to buy. The second, tries to close the sale throughout the conversation using several different closing techniques. Both camps would be...


Jun 1, 2022

Marketing efforts within small businesses, medium sized organizations and large coroprations vary greatly from one salesperson and a third-party contractor hired to head the marketing effort to having a full marketing team, contractors as well as a large international sales force.

Regardless of the size of the...


May 19, 2022

Our attention spans are broken, and if you're selling in this environment you need to focus in value, but what is that? How each buyer defines value can be very different. 

 

  • Ask what information would be helpful
  • What are your competitors doing?
  • 5 levels of value
    • Informative value
    • Fundamental value
    • Unique...


May 11, 2022

It can be difficult to get a buyers attention. People are distracted, working at home, having back-to-back-to-back Zoom meetings and the list goes on! You need to have something of value to say and use a system you can repeat.

 

  • Create a BAT
  • What does your buyer value
  • Making connections
  • Make it repeatable 

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