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Jun 7, 2012

Thoughtful Thursdays – A sales process to consider – Part 4 – Make Recommendations

The fourth step in the series A Sales Process to Consider is making your recommendations. There comes a point in the sales cycle when all questions have been posed and answered. Needs have been identified, confirmed and re-confirmed. It… Read More

May 31, 2012

Thoughtful Thursdays – A sales process to consider – Recap of Target, Confirm Potential and Gain Approval

Today I will recap the first three steps of a sales process to consider and talk about obstacles and solutions I have encountered. Step 1: Target Building a prospect list sounds simple enough but is… Read More

May 25, 2012

Thoughtful Thursdays – A sales process to consider – Part 3 – Gain Approval

In the past two weeks we covered building your Target list and Confirming Potential. This week’s thought focuses on Gaining Approval, part 3 of a sales process to consider.Each step requires planning and gaining approval is no… Read More

May 16, 2012

Thoughtful Thursdays – A sales process to consider – Part 2 – Confirm potential

Last week I introduced a sales process to consider and talked about the first step – Target. Developing a rich list of prospects to feed the sales process is essential to maintaining sales growth. Today’s thought is about… Read More

May 10, 2012

Thoughtful Thursdays – A sales process to consider – Part 1 – Target

During the past 8+ years I have had the pleasure of working with hundreds of new business owners and owners new to business. The majority did not possess a great deal of direct sales experience and had to… Read More