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Urgency Based Selling

Dual Nature of the Business Developer – Salesperson as Platypus

January 13, 2018

dual nature of business developer Salespeople have a dual nature – both as entrepreneur and as employee. How do you manage this paradox? To learn more, please click here.    

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12 ideas to disrupt your selling process

December 6, 2017

Here are 12 ideas to disrupt your selling process: Selling Type 3 knowledge An Entrepreneurial Focus Securing Appointments Balancing the Yin and Yang of Selling Selling Change Hiring better candidates using storytelling Managing Risk Adjustment and Risk Aversion Fostering Innovative Thinking Long term motivation for salespeople Strategy Process and structure Sales training theory – essays […]

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From Forbes.com: Four Words That Will Transform Your Life As A Salesperson

November 3, 2017

Four words can positively change your life forever, transforming a mediocre salesperson into a superstar business developer. The words are easy to say, but they take some work to implement. They are: bold vision, bold behavior. If you haven’t achieved what you want in any selling or persuasion interaction, ask yourself these questions: Was I bold […]

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From: Forbes.com – Can Sales Excellence Be The Norm?

October 10, 2017

We know the type of salespeople we need: rockstars. We advertise for them. We know what they look like. Think about your best salespeople for a moment —  rockstars. Perhaps they do 50-80% of your sales. Imagine if you could develop your entire team to produce at the same level. What would this mean to […]

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From Training Industry: Accelerating Sales Training With Prepared Battle Plans

September 30, 2017

Achieving the ideal balance between abstract and concrete is a constant challenge in training. If the education is too abstract, the learner can’t relate to it. If there are too many examples, the learner can miss the forest for the trees. To read the article, please click here. http://www.trainingindustry.com/blog/blog-entries/accelerating-sales-training-with-prepared-battle-plans.aspx For a 1 minute video on […]

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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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An Introduction to Urgency Based Selling

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