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Posts Tagged "selling"


Do you sometimes allow your fear to drive your selling process?  This can negatively impact your close rate.  Here’s a way to deal with it. By Jill Konrath If you’re selling, you’re most likely experiencing fear. I say that, because I’ve dealt with it my entire professional career. I’ve worried about meeting my quota. Then, when I did, I worried about doing it the next month. I was afraid of losing...

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When we are children growing up, it’s fairy tales and stories that shape our thinking, they trigger our imagination and fuel our creativity. As adults it’s not that different, we are always drawn to stories that we can relate to. by Monika D’Agostino In a consultative B2B environment we are often faced with a situation where we are selling the invisible. There is no physical product we can showcase when we are prospecting on the...

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by Jill Konrath Is it a good idea to contact multiple decision makers in an organization at the same time? A lot of salespeople are afraid that means they’re going behind somebody’s back, and they certainly don’t want to to do that. The answer is – it’s absolutely OK and you should be doing it! You can’t have your whole future in an organization based on one person’s schedule. That person may...

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by Jeanne Buchanan Writing sales proposals is one of the most time-consuming activities in the selling process.  While they’re a lot of work, they’re also key to closing big-ticket deals.  So if you’re going to take the time to write a sales proposal, make sure you get it right.  These suggestions will help you write a productive one. Give them what they need. Jointly develop your sales proposal with your customer....

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By Josiane Feigon Remember the days when you couldn’t WAIT to listen to your voice mail messages? People made things happen and got things accomplished through voice mail. We patiently listened to 3-minute voice mail messages and took action. We even thanked people for taking the time to leave us a voice mail message. Today, voice mail is a rude interruption and something we don’t even bother to check when it comes through our Smart...

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