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Oct 4, 2018

Thoughtful Thursdays – What do I need to know?

Last week’s post, What makes a good question? talked about asking the right questions and planning your conversation. Today’s sales thought is about what you might need to know to make the sale. Knowing what… Read More

Sep 27, 2018

Thoughtful Thursdays – What makes a good question?

Asking the right questions can make the difference in qualifying a prospect, assessing needs and closing a sale. Selling is helping to be sure, but it is difficult to help without having the correct information…. Read More

Sep 20, 2018

Thoughtful Thursdays – Please follow up

It is disappointing to lose a sale after using all resources at hand and doing everything possible to get the business. Not getting the business because of poor follow up is not excusable. One of… Read More

Sep 13, 2018

Thoughtful Thursdays – Remind yourself

Over a period of time we establish a sales process that eventually becomes second nature. This is your sales style or brand. If you are starting out in a sales career, you are developing your… Read More

Sep 6, 2018

Thoughtful Thursdays – The cyclical nature of sales

Most things wear out or get used up and require replacement or replenishment at some point in time. As buyers we keep our eyes open for sales or specials as products reach the point of… Read More