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Do You Know the 6 Ways Buyers Gain an Upper Hand?

  Recently I had a guest post on Forbes.com about the ways buyers gain an upper hand with salespeople. If you are like most salespeople, you know that working with buyers creates unique selling situations.   I recommend you go into such situations with some...

7 Articles to Boost Your Sales Success With Buyers

In recent blog postings, I have talked a lot about sales prospecting. I know that for many of you, your sales efforts require that you prospect and sell to professional buyers and purchasing departments. Below are 7 articles I’ve written that dig into the unique...

6 Negotiating Secrets Buyers DON’T Want You to Know

I have the opportunity to talk with many buyers.  I assure you, there are some negotiating secrets they don’t want you to know. Confessions from a buyer: 1. My goal is to always keep the face-to-face meetings short. Keeping meetings short helps to keep the...

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