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Sales
Sales
Overcoming Single Level Objections
There is a reason that automobiles have a reverse gear. Sometimes you have moved as far forward as you can...
Sales
When Life Is Television
The TV series Mad Men is about people in the advertising business in the 1960’s, and the main character Don...
Sales
What to Do Now That Your Proposal Is a Commodity
One of the key concerns of the sales team I advise is the increase in projects requiring multiple bidders. As...
Sales
The Biggest Myth About Negotiating
The Biggest Myth About Negotiating Even in a point of purchase decision at a convenience store, a negotiation is taking...
Sales
Customer Buying Styles
What do you really know about a potential buyer? Does your qualification process only consider the types of projects and...
Sales
Stop Waiting on Requests for Proposals
There was a time when I would have celebrated with you that your best prospect had just sent in an RFP...