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Pricing Issues & How to Handle the “Too Expensive Objection”
It is Too expensive 1. As compared to? 2. How do you mean? 3. In relation to? 4. Tell me why do you say that?
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“I’ll Do Whatever It Takes! As Long as It’s Convenient for Me…” The Commitment to Sales Success
***We asked our intern, since he is returning to school soon, to summarize one characteristic or quality that he learned during his summer here at our sales consulting firm*** “I’ll Do Whatever It Takes! As Long as It’s Convenient for … Continue reading
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Understanding and Overcoming the Need for Approval
***We asked our summer intern, Noah Cralle, to create a blog entry based on what he had learned over his initial seven weeks at Kash Development Corp. He has experienced sales coaching sessions, sales team meetings, and interviews – and … Continue reading
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Why do deals “get stuck or stalled” and what should you do to get them moving?
Why do deals “get stuck or stalled” and what should you do to get them moving? The real question is: Where in the process do they get “stuck” and “why” do the get stuck or stalled? Do we understand their … Continue reading
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Where are you in the Decision Process?
Where are you in the Decision Process?” Too often sales people want to “rush” thru the “process” without understanding the prospects “Decision Making Process.” They want to believe that “magically” that if they produce a quote or proposal, that the document … Continue reading
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Sales Managers: Are you a Performance Manager or a Manager of Under-performance: Tackling & Resolving Day to Day Challenges to achieve & “crush” Sales Quotas
Getting enough quotes? Are they closing? Why or Why Not? What are our people working on that is more important than generating business opportunities? The Goal Directed Sales Person The question we need to know is “What are my people … Continue reading
Time Management: The Key to Improving Sales Productivity
Time Management: The Key to Improving Sales Productivity Time management is an OXYMORON. You cannot manage time, but you can manage YOURSELF through a disciplined process of maximizing your time by prioritizing activities which will help you achieve…your sales goals. … Continue reading
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Attitude Is Everything
Attitude is Everything Henry Ford said “whether you think you can or can’t…you’re right”. Our attitude or mind set is so crucial for success is sales that we as professionals must continuously refocus, remember what we are wanting to accomplish … Continue reading
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Implementing Time Controls: Taking Ownership For Success
We are often asked, “What can I do to get better?” A very vague and general question. There are very specific things anyone can do to improve their success rate, and the key is managing your time and implementing time … Continue reading
