Tools
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Sales Thanks – How to Say Thank You
Posted in Advice, Tools | 3 Comments
When we sell something, a verbal thank you is almost automatic – so automatic, sometimes it can be perceived as less than genuine – a “comment on the weather” filler at best. Here's how to show gratitude (and 8 gift ideas beyond the note).… Read more
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Keeping Your Edge
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Minimizing your alcohol intake at office holiday parties and industry events is always a good idea. Here's how (along with several quick facts about alcohol, a few that might surprise you)… Read more
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Handling Objections
Posted in Advice | 3 Comments
Embrace the objections of your prospects and customers. They're an important piece of the equation. Here's how… Read more
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Sales Resolutions
Posted in Advice | 8 Comments
What’ll be different in your sales world at the end of 2010 from where you are now? Here are several ideas on where to start.… Read more
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Writing Better Email
Posted in Tools | 4 Comments
Attention spans are short and getting shorter. (Do you like reading long emails from people?) Learn how to write better email (and improve the world for all of us).… Read more
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How to Remember Names
Posted in Tools | 4 Comments
Remembering a name immediately establishes you as someone who listens… someone who cares… two very important characteristics in sales and life. Here’s how… … Read more
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Be Real
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Be careful to minimize any tendancies to say what you feel needs to be said in a sales call. The most important thing is that you learn what your prospects/ customers really want or need and why (not to show what you have or know).… Read more
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Top 30 Open-ended Questions
Posted in Tools | 31 Comments
Open-ended questions are one of the most important tools for those who sell (as long as you listen). The key here... Ask the question and let the prospect/ customer give you their answer. No leading. No prompting. No interrupting.… Read more
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Sales Interview Questions
Posted in Tools | 25 Comments
Interviewing your next superstar? Looking for your next sales position? Here's a list of 31 interview questions in no particular order.… Read more
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Opening Statements
Posted in Tools | 27 Comments
Nothing is more important to prospecting (other than actually doing it) than the quality of your opening statement. Make sure you're prepared for those initial 10 seconds or you may not get another moment.… Read more
