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    • 1.

      The Laws of Sales Success


      by Drew Stevens - 2008-06-14
      Sales professionals must create magnetic appeal to increase closing efficiency. Our present global environment creates numerous obstacles that polarize sales efforts, form the proliferation of the Int...
    • 2.

      My Objections to Objections


      by Charlie Karlheinz Lang - 2008-06-14
      "Your price is too high!" When you've frequently had to sell your products or services it is very likely that you've heard this kind of statement before. It could be called the 'king of objections'. ...
    • 3.

      Time Saving Tips for Selling Professionals


      by Drew Stevens - 2008-06-17
      The cliché time is money, is the guidepost for most selling professionals. Time is the one item you do not get to reinvent or get back. Once it's gone it's gone. The reward for managing your time is t...
    • 4.

      How To Object To Objections


      by Charlie Karlheinz Lang - 2008-06-18
      "Your price is too high!" This is the queen or the mother of all objections. Any salesperson would get this type of objection at one point or another. Other frequent objections concern product/service...
    • 5.

      The Value of a Value Proposition


      by Drew Stevens - 2008-06-18
      I work with many business owners and selling professionals. When I ask them what they do they immediately rush into their title. Each states, "I am the President of a Bank", "I am a Consultant", "and ...
    • 6.

      Time Saving Tips For Selling Professionals


      by - 2008-06-20
      The cliché time is money, is the guidepost for most selling professionals. Time is the one item you do not get to reinvent or get back. Once it's gone it's gone. The reward for managing your time is t...
    • 7.

      Not So Cold Cold Calls


      by Charlie Karlheinz Lang - 2008-07-03
      Are you a non-believer of cold calling? Have you ever wondered why there are still companies that use cold calls to acquire new business? Are you one of many people who hang up sooner or later on most...
    • 8.

      Win / Win - What It Really Means And How It Can Help You Become A Better Salesperson?


      by Charlie Karlheinz Lang - 2008-07-08
      The concept of 'Win / Win' is not new. It is a timeless principle that has stood the test of time.But even today in the 21st century, many salespeople ignore it (to their peril).But firstly, some back...
    • 9.

      Know Your "best Alternative To Negotiated Agreement"


      by Charlie Karlheinz Lang - 2008-07-10
      BATNA stands for "Best Alternative to Negotiated Agreement".BATNA is not an acronym you see very often but it is probably the single most powerful method of successfully negotiating favourable terms a...
    • 10.

      The Issues With Sales Training - Achieve Roi


      by - 2008-07-11
      A recent report by Selling Power indicates that corporations spend over seven billion dollars per year on sales training. The vital issue, with an investment this large many companies do not provide a...