selling
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11.
Selling: The Art of Skating Deals
- 2006-12-03
There was saying in the car business that always made me smile.But let me tell you who taught it to me.Jim was President of the smaller leasing company that the behemoth leasing company I worked for, ... -
12.
Truth Or Fantasy?
- 2006-12-03
What do I mean when I say, "getting below the truth line"? Let's say your prospect says, "The price is too high." Is that really what he/she means? How about, "I need to think this decision over"? ... -
13.
Your Sales Self-Image
- 2006-12-03
All sales success is the result of a foundation grounded in right attitudes and positive self-esteem and/or self-image. If a salesperson has all of the skill competency and yet lacks the right attitu... -
14.
Disorganization Is Costing You Sales
- 2006-12-03
Clutter. Technology. Stuff. A full plate. Reports. Personal interests. Home life. Career. Relatives. Friends. Too little time. Too much to do. Meetings. The list goes on and on and on.One of th... -
15.
It's All About The Trends
- 2006-12-03
One of the mistakes many salespeople make is that they fail to take the time to study trends, such as:-economic ones-market ones-technology ones-buyer perceptions-product evolution-service needs/expec... -
16.
Was It A Comedy Or A Documentary?
- 2006-12-03
Was it a comedy? A tragedy? A monologue or a documentary? A hit? Or was the show cancelled? We are not talking about the latest effort from Hollywood or New York, but your last sales presentation.... -
17.
Are You Ready for 2007?
- 2006-12-03
2007 is at hand. What are you going to do to ensure it is a more productive/successful/ enjoyable year than 2001? Here are a few assignments that will get you started:1. If a prospect said to you - ... -
18.
Selling and Promoting Your Products on Myspace
- 2006-12-03
Myspace.Many people have the impression that such sites are for teenagers and fun only. And yes, there are millions of teens on myspace. But there are also all other kinds of humans and interests repr... -
19.
The Financial Influencer
- 2006-12-04
In my last article, I talked about the four influencers you have to deal with in a B2B sale. The four influencers are again.1. The Financial Influencer(s) 2. The User Influencers 3. The Gatekeeper(s) ... -
20.
What Does Your Calling Card Say About You?
- 2006-12-04
Of the four business meetings I have held so far this week; only in one case was the other person able to produce an up to date and informative business card, despite the fact that they were all very ...
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