You Didn’t Close The Sale If The Back Door Is Still Open!
As a sales trainer, field coach & sales process researcher, I see a costly mistake happen all too often — sellers do not completely close the sale. They think they close the sale. They report back...
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Proposal or Presentation? The Difference Between the Two
In selling, these two words are often used interchangeably, as if they have the same meaning. They don’t. This is more than a matter of semantics. Many sellers truly don’t understand the difference –...
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Logic + Emotion = a Compelling Case
In a recent blog post, we described what’s really happening when buyers say, “No,” even though you’ve laid out a compelling case. It all comes down to a difference of opinion Knowing how to present...
View ArticleCONNECT! Instant Replay on 10 Sales Calls
Wouldn’t it be great if you could get an instant replay, complete with slow motion, to diagnose what worked and what didn’t work on your sales calls? Join us for 10 sales call replays and a diagnosis...
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