Tag Archives: Sales

The Key to Building “Magical” Rapport

Wed Oct 18, 2017

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There are salespeople who easily build rapport with others. Conversely, there are reps who have a more difficult time doing so. Regardless of comfort level, reps must make the effort to network.

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How Much Pre-Call Research Is Just Right?

Tue Oct 17, 2017

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How much pre-call research should sales reps do? That’s a question that has many answers depending on whom you ask. Some reps invest a lot of time in researching whom they will be calling, while others just pick up the phone.

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Is Offering Choices a Bad Sales Strategy?

Wed Oct 11, 2017

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If you think giving prospects a variety of choices is a good idea, you may want to think again. Rather than simply showing diplomacy and earning trust, offering choices can actually cut into your revenue.

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Reasons Prospects Don’t Trust Sales Reps

Tue Oct 10, 2017

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There are many reasons why a prospect doesn’t trust you. And without trust, it’s very likely that the prospect isn’t going to invest her time or money in what you’re selling.

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Do You Believe These “Dangerous” Sales Myths?

Wed Oct 4, 2017

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Salespeople may be making mistakes, or missing opportunities, by believing common sales myths. Blindly believing these myths won’t do you any good, as HubSpot writer Tony Hughes explains in a recent article.

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Research Reveals Words That Can Kill Your Close

Tue Oct 3, 2017

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It’s likely that you’ve gotten advice about what words and phrases to avoid when trying to close a sale. But, has there ever been research that backs that advice?

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Try These ‘Crazy’ Tactics to Shake Up Sales

Wed Sep 27, 2017

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If you’ve had a successful career in sales so far, you may be wary of changing how you do things. But, adding something completely unexpected to your strategy can refresh your sales.

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Three Criteria for Telling Successful Sales Stories

Tue Sep 26, 2017

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By now, you’ve likely heard that storytelling is a very effective sales tactic. But, deciding what story to tell can be a challenge, especially for a rep who hasn’t yet used this technique.

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How to React When You’re Stood Up

Wed Sep 20, 2017

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It’s always frustrating to be stood up, especially when it’s done by a promising prospect. How should you respond in this situation?

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