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What’s the Most Important Selling Skill?
Which of these selling skills do you believe to be the most important? Prospecting skills? Questioning abilities? Objection handling? Closing skills? Ability to deliver a great presentation? Get...
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Gaining Client Perspective – From the Eyeballs of the Client
Using ‘Perceptual Positions’ is a powerful way to mentally shift into your client’s shoes and gain that powerful client perspective. But here’s what I recently learned when I actually physically...
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How to Avoid Being Stumped by Client Objections
The boy scout motto ‘Be Prepared’ couldn’t be truer for sales. Especially when it comes to handling objections. There is no excuse for struggling with the same client objections over and over again....
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How to Turn Client Objections into Sales Success
One of the questions I get when training sales professionals is almost always about handling client objections. Sales people seem to dread this part of the sales process. That’s because they don’t...
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The #1 Mistake in Handling Sales Objections
Think about a recent sales objection that you’ve encountered, one that typically surfaces in your selling world. What do you do when presented with a tough objection? Do you jump in to answer it with a...
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LinkedIn for Sales Leaders: 5 Strategies for Results
My research tells me that leveraging LinkedIn yields significant sales results. I am working with Kristina Jaramillo and her partner Eric Gruber of GetLinkedInHelp.com to help me execute a focused...
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Deconstructing Big Whopper Sales Mistakes
One of my colleagues was recently lamenting about his frustration in a sales pursuit. To me, he committed two really big whoppers of sales mistakes. He was not successful in securing the business with...
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Client Sales Meeting Failures: The #1 Cause
Do your client meetings sometimes get derailed? It’s probably because of this one flaw in your sales process: the way you opened the meeting. You have to take control both at the start by setting the...
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Your Daily Sales Habit
What are your daily sales habits? How do you kick start each day to ensure you have a productive, results focused day? Do you get lost in your email? Do you grab a coffee and chit chat with friends?...
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Ask Sales Questions & Tip These Odds in Your Favour
How important is it to ask the right sales questions? Forrester Research published an astonishing stat which claims that the first seller to set a vision into a clear path to value has a 74% chance of...
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