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Sales Professionals
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The Gatekeeper is Your Key to Sales Success
I hear it every day…”I can’t seem to get past the gatekeeper. If I could just get through to the decision maker, I know I could make the sale.” It’s a common issue with sales professionals, but I will contend that much of it is self- inflicted. Too many sales people treat the gatekeeper as an adversary, one who must be conquered if indeed we are to get through to that all-important decision-maker. Let’s get one thing straight immediately. Th Read More... -
Stop Your Sales Professionals Selling!
That's right. Get them to stop selling from their own narrow and selfish perspective and concentrate instead on doing things that are in the best interests of their customers and clients. It's a radical step. It requires a degree of boldness and it probably isn't for everyone. Only for those true professionals who've worked out that there is no future in the ‘traditional' approach to selling. Because in time, everything that can be commoditised Read More... -
Sales Training Tip #15; Stay on Topic
Sales training professionals need to make sure that their sales force stays on topic when doing cold calling or when in the sales process in personal meetings. All too often we see salespeople stray from the subject of the products or services they are selling. It is good to developer relationship with the prospect, but if you keep talking on all kinds of issues then you're liable to disagree on something and you'll kill the sale because you st Read More...
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