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Aug 2, 2018

Thoughtful Thursdays – It’s hurry up and wait, again

A customer calls and tells you that they must have price and delivery for a particular product or service right away. As a responsive and diligent sales person you drop everything and work on getting… Read More

Jul 26, 2018

Thoughtful Thursdays – Be mindful of the hidden sales influencer

Today’s sales thought is an updated post from a few years ago about the hidden sales influencer. The hidden sales influencer is the external force that derails all your sales preparation and value building sales… Read More

Jul 19, 2018

Thoughtful Thursdays – Your most powerful negotiating tool

Before entering into any negotiation, there must be an understanding that there is a desire for the parties involved to do business with each other. It is the final step before the close. Being able… Read More

Jul 12, 2018

Thoughtful Thursdays – Quantify the benefits

We are trained to talk about value to our customers. The value of dealing with our company, the value of our products and services, and the value of the business relationship to name a few… Read More

Jul 5, 2018

Thoughtful Thursdays – When a sale isn’t closing

Ever get the feeling that a sale is not closing as expected? Today’s sales thought is about what to do when you get that feeling. It happens to all of us at some point. Your… Read More