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Urgency Based Selling

A Sales Program Millennials Can Love

September 1, 2017

A Sales Program Millennials Can Love Purpose  – The Heroic Salesperson Participation – an open system, inviting improvement Mentoring – one to one coaching to brainstorm, share wisdom Education – practical knowledge; selling which works Team Building – developing mutual respect, camaraderie and learning Social Media – capitalizes on social media skills   To learn […]

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Selling the future – talk to the right decision-maker!

August 25, 2017

  The buyer says: “I’m good”, doesn’t want to even meet.  You are frustrated, because your solution is ideal for the prospect’s long term flourishing, possibly even for survival. But the buyer isn’t even interested in what you have to say. Very likely he/she is buying the past, and you are selling a better future. […]

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From Training Industry – Why Sales Training Fails: Ignoring Mindset

August 19, 2017

Sales training is usually essential to salesperson success. Ineffective training makes a bad situation – salesperson turnover – even worse. Yet, many companies obtain little or no ROI from sales training. Why? An essential problem is a lack of mindset training. To read the article, please click here.

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For powerful and – when needed – disruptive selling: 5 essentials

August 16, 2017

For optimal business development, you need these 5 essentials:      1)    The Proving Kit   (1 minute)             Please click on image below.        2)    A standard sales call – a step by step selling procedure (1 minute):             Please […]

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From Forbes.com – Changing A Prospect’s Mind When They Tell You ‘I’m Good’

August 16, 2017

You finally made contact with a prospect. You’ve been calling for weeks. You’re elated. Then, the prospect says those two words that drive fear into all our hearts: She says, “I’m good.” In other words, “I’m happy with my current resource, and I don’t want to be in a conversation with you.” Now what do […]

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Take the “Do or Die” sales quiz

August 11, 2017

Do you have a “do or die” sales team? Take the Quiz, please click here.

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The Four Phases In Sales Management Evolution – from Forbes.com

July 24, 2017

At one declining business with which I worked, a sales manager reasonably saw his job as “managing the decline.” After all, the market was declining, so his sales should correlate. And sales did indeed decline, tracking the market decline. But this manager’s successor had a different idea; he decided sales would increase by capturing more market […]

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These Five Selling Forces Determine Sales Success – from Forbes.com

June 28, 2017

All too often, salespeople are hired for only these qualities: industry knowledge – customers, products/services, competition Industry acceptance – gravitas, access This overlooks 3 critical selling forces for business development: Bold vision Bold behavior Effort – both quantity (do or die) and quality (strong selling process)   To read the Forbes.com article, please click here.

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On Forbes.com – Are You Losing Sales Because Prospects See You As Too Risky?

May 23, 2017

You just presented your proposal in person. It was a great meeting. The prospect agreed your proposal was innovative and a great fit for the organization. You worked very hard to earn this business and are justifiably ecstatic. Now it’s a week later. You confidently call your prospect to learn the decision outcome. She immediately […]

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On Forbes.com – When Prospects Go Radio Silent: Creating Urgency Vs. Facing The Commodity Buyer

April 28, 2017

Published on Forbes.com   You just left a first sales call. You didn’t walk out, you floated out. The meeting was fantastic. The chemistry? Unbelievable. You couldn’t wait to share the experience with your peers. But then, you couldn’t reconnect with the prospect. He wouldn’t take your calls or respond to your emails even though […]

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An Introduction to Urgency Based Selling

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