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Jul 12, 2012

Thoughtful Thursdays – On value

The question on every prospects mind and one that is often not answered in full, leading to a lost opportunity or a lengthened sales cycle. What comes to mind is “value proposition”. This is the… Read More

Jul 5, 2012

Thoughtful Thursdays – Get used to hearing “No”

If you are in a sales function, there is little doubt that you are going to hear “no” more often than “yes”.  As today’s title suggests, you had better get used to hearing it. But do not get… Read More

Jun 28, 2012

Thoughtful Thursdays – Negotiating

I do not know anyone who finds it enjoyable to pay more for something than they feel it is worth. Your prospects are no different.Think about the last time you experienced the price objection. This can… Read More

Jun 21, 2012

Thoughtful Thursdays – A sales process to consider – Part 6 – Sustain

Sustain, today’s thought, is the last in the series A Sales Process to Consider. Repeat business and/or referrals from your customers begins with a successful close and is realized through continued relationship building. You have worked… Read More

Jun 14, 2012

Thoughtful Thursdays – A sales process to consider – Part 5 – Close

You have assessed the situation, determined needs, offered potential solutions and presented your recommendations. If you have been following this blog for the past few weeks you will know that the next step in a Sale Process to… Read More