Tag Archives: Sales Skills

Conversation is Not A Competitive Sport

Thu Oct 19, 2017

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The past few months I’ve been engaged in an ongoing dispute over something very important. In this protracted negotiation, one of the things that bothers me most is that the other party seems to think that conversation is a competitive sport. The very same thing happens all too often in sales.

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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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How Long Does It Take? Am I There Yet?

Mon Oct 16, 2017

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long

People are ALWAYS asking me how long it takes to become a great salesman (salesperson). I tell them, “59 years and I’m still working at it.”

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Hot Tips To Break Your Routine and Close More Deals

Thu Oct 12, 2017

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routine

It’s not just you. The sales world is more competitive than it’s ever been. Technology has made it possible for clients and prospects to know all about you before you reach out to them.

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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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Got Negotiations? Why? Who wins?

Mon Oct 9, 2017

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long

People are always asking me to conduct a class or write a book about negotiation. And my statement to them is: Why? Negotiation is 100% about price.

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Top Hacks to Gain Control of Your Sales Conversations

Thu Oct 5, 2017

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conversation

If prospects and clients are constantly interrupting you and derailing the sales conversation, it’s time to take charge. Here’s how.

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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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