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Archive for the ‘Things that can lengthen the sales cycle’ Category

Mar 23, 2017

Thoughtful Thursdays – Follow up to asking questions is not enough

Last week’s post, Asking questions is not enough, I talked about the importance of asking the right questions and ways to help develop the questions. Yet, in spite of all the pre-call preparation, sometimes the important… Read More

Jun 23, 2016

Thoughtful Thursdays – Ask first before you recommend

Today’s thought is about a way to keep your sales cycle from needlessly extending itself. I see it happen time and time again with those new to sales. While it is not generally a deal breaker, it will… Read More

Mar 3, 2016

Thoughtful Thursdays – Assume nothing!

It makes perfect sense… to me anyway. Just because it makes perfect sense to you does not mean that your prospect or anyone else for that matter shares your interpretation. Today’s thought is about assumptions…. Read More

Jul 9, 2015

Thoughtful Thursdays – Are you getting in your own way?

Another obstacle sales professionals face is themselves. I see this obstacle demonstrated by  those new to sales as well as sales veterans. Although the root cause may be different the obstacle that presents itself is the… Read More

May 1, 2014

Thoughtful Thursdays – Prospect more effectively…

…and sales will develop faster. It makes sense, but as always what sounds easy is not often easy to accomplish. Today’s thought is about the task of prospecting and how one can work on improving the… Read More