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Playing Chess Instead of Checkers In Sales

What is the difference between playing checkers versus playing chess? The latter example is a lot more predictable.You could say the same about certain business situations too. Using the more complicated strategic planning, can help you stay ahead of your business rivals and improve the outcomes of your conversations, but it also requires critical thinking.…

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Why Success Rewards Persistence and Punishes Quitting

Success has many different elements to it, such as luck, talent, and hard work is needed and valued, but what is the one key element of success? The main ingredient between people who quit when the going gets tough, and those that manage to achieve their goals and have success is one thing. Persistence. Persistence…

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B2B Sales and Time Travel

When looking for prospective buyers, speak their language. Go in with the notion that certain people are on the edge of buying, while others are simply seeking knowledge, and others likely don’t have a clue of what terms are used. The last tend to be interested in going with the flow but not as likely…

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4 Proven Sales Techniques for Selling to an SMB Customer

When working to pitch sales to small businesses to get their attention and business, don’t use too much jargon and abbreviations that not even an experienced individual would use initially. There’s no point in targeting businesses that’re newly registered because some have zero funding and probably don’t know what their future customer base. The best…

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Would you like to buy some Girl Scout Cookies? I did!

Paula Kearney, a 7 year-old selling Girl Scout cookies, does what you’re supposed to do in sales. She asks “would you like to buy some?” It’s a simple closing technique, straightforward, sincere and positive. Paula’s selling experience produces numerous benefits for her. It builds interpersonal skills and self-confidence. She learns how to communicate clearly and…

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Why You Can Never Have A Slow Week

Slow weeks may be possible, but they are a choice or a result of one’s choices. One creates the environment necessary for a slow week by living or working in such a way that one is merely responding to events and waiting for these events to happen. Properly planning out one’s work week ahead of…

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The Magic Question

Many people are focused on the short-term, and customer service is often provided with this mentality. “What do you need NOW” is the question most ask. Taking a long-term approach towards the problem at hand, and genuinely caring about the customer’s extended goals will be much more effective. Ask instead, “What result would you like…

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Abandon Dead-End Thinking: Best Practices for Working Leads

Leads are crucial to every aspect business success;customers are the lifeblood of your business. Gaining quality leads, and converting those leads into customers is essential to a business achieving its goals. However, Salesforce Data revealed that almost half of those pursuing leads abandoned the lead immediately after rejection. Persistence and multiple attempts can lead to…

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How to Use LinkedIn to Build High-Value Relationships

LinkedIn is a great communication and networking social media site, and can provide immense value to business relationships if used properly. LinkedIn relationships are nearly the same as in live relationships, and people react similarly. Don’t add people and try to immediately try to sell them something. You will come off as pushy, and may…

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29.5 Biggest Mistakes Salespeople Make (and How to Cure Them) – Part 1

Salespeople who are arrogant and know-it-alls lose a lot of business. Customers are annoyed and leave if they are talked down to, so become friendly with your customers and leave the prejudgments at home. You can never judge a book by its cover and the average Joe may bring you the biggest sale of the…

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