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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

Jun 16, 2016

Thoughtful Thursdays – On closing the sale

You have assessed the situation, determined needs, offered potential solutions and presented your recommendations. The next step is the close. In my experience, closing has run the scale from success to failure and everything in… Read More

Jun 9, 2016

Thoughtful Thursdays – Gold star for customer service

Today’s sales thought is about a recent excellent customer service experience. Some time ago I purchased a Zebra 0.5 mm mechanical pencil. It is not special or expensive, but I like the way that it… Read More

Jun 2, 2016

Thoughtful Thursdays – Wants, needs and the happy customer

Sales professionals facilitate the buying process and in doing help their customers satisfy their wants and needs. Today’s thought is about selling the customer what they want. I am not suggesting extreme overselling, but selling… Read More

May 26, 2016

Thoughtful Thursdays – Work smarter and close faster

  Professional sales people are no different than any professional striving to maximize their performance in a competitive arena. They look for ways to improve their sales process and  shorten their sales cycles. Todays thought is… Read More