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Do you struggle keeping your prospect or customer engaged after the sales call? This is a big challenge, but it is not insurmountable. There are specific techniques to keep the customer engaged in a way that will increase your likelihood of making a sale. Check out the below video to hear more about these prospecting [...]
Who are you spending your time with? If you’re a sales leader or anyone in a leadership position, you are undoubtedly spending a lot of time with people you’re leading or influencing in one way or another. Challenge you have is who is influencing you? Leaders must have a “safe house” of others they can [...]
Every salesperson would like to think they can handle and would relish in a short sales-cycle, but here’s the problem — most salespeople can’t handle it. The sales cycle is shortening because of one thing, and that is the amount of information available on the internet. What this means is prospecting does not have the [...]
Your customer won’t notice as much as you think. Surprisingly, most customers don’t know or remember your price as much as you realize. If that’s the case, then why would you think rounding your price up is going to cost a lot of business? It’s not, so go ahead and do it. Look at it [...]
Nobody wants to be called a “pricing coward,” but that is exactly what many salespeople are. They talk tough with regard to price and holding firm with the customer, but the second there is even the slightest hesitation on the part of the customer, the salesperson throws out a discount. Being a pricing coward is [...]
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