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Apr 7, 2016

Thoughtful Thursdays – Maintaining a positive sales attitude

You probably know people who always seem to have a positive attitude and wonder how they do it. No matter what you do to for a living, there will be days that challenge your resolve to do… Read More

Mar 31, 2016

Thoughtful Thursdays – Value selling starts with you

Today’s thought is about value selling. When I talk to my clients about this subject, we work on identifying benefits and quantifying the value being brought to the customer. Equally and perhaps more important is… Read More

Mar 24, 2016

Thoughtful Thursdays – Don’t spin your sales wheels

  Combine more informed customers with bigger sales budgets, stiffer competition, larger territories and reduced expenses and the challenge that a sales person faces can sometimes have them spinning their wheels. Today’s thought is about… Read More

Mar 17, 2016

Thoughtful Thursdays – Selling to a satisfied customer

Today’s thought is about selling to a satisfied customer. In this case, a customer who is happy with their current supplier. You have been able to establish rapport and sales calls are typically positive. In spite of all… Read More

Mar 10, 2016

Thoughtful Thursdays – Are you credible?

It is important to be creditable in order to be trusted. The benefits of being trusted by the people you interact with include loyalty and respect. It can take years to build and can be lost in the blink… Read More