Archive: Uncategorized
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Dec 28, 2009
No CommentsInvisible Objections
I was talking deals with a co-worker recently – he was trying to figure out what to offer a client to close. I remembered a salesperson I worked with a while ago who had this issue with overcoming objections he THOUGHT the customer might have. The more I worked with this guy, the more I...
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Oct 06, 2009
No CommentsLove ‘em and leave ‘em
All of a sudden, the economy gets better….the deals start coming in, and the entire sales team is happy. You’re the manager there, and everything is groovy. Salespeople call to chat….pretty soon you’re chatting about the nice “move” you did on that last call. Then, you think back about 2 months ago. The economy was...
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Sep 28, 2009
No CommentsBuilding a selling machine
I went home on Friday feeling pretty good about where things were. The team was selling more – the economy seemed to be a little better – I was much closer to hitting my targets. In traffic, I thought about what got me there. Sure, the economy was better……but we had some other changes. When...
