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Archive for the ‘Sales Tips’ Category

Jul 18, 2019

Thoughtful Thursdays – Getting the appointment

Getting the appointment with your prospect can be the toughest step in your sales process. Here are a few tips to consider: Communicate your value proposition in more than one way. Be mindful that different… Read More

Jun 27, 2019

Thoughtful Thursdays – Demonstrate value by bringing new business to your customer

In the ever-growing competitive market, we find ourselves in these days we are challenged daily to think of innovative ways of bringing value to our customers. Bringing customers new business is a great way to… Read More

Jun 6, 2019

Thoughtful Thursdays – Avoiding scope creep

Project requirements can change on a moments notice and must be managed. At the first sign of project requirements changing, stop the work and meet with the stakeholders to review the situation. Trust your intuition… Read More

May 16, 2019

Thoughtful Thursdays – When your prospect says they will call you back

Your prospect indicates they are interested in your services, but are not ready to start the project and they will call you. What do you do? My first suggestion is to not conclude the conversation… Read More

Apr 25, 2019

Thoughtful Thursdays – Make one more call

Based on my observations and discussions, the job of the professional sales person is more technical than ever. I believe that soft skills are still at the core, but are complemented by the selective use… Read More