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Aug 9, 2012

Thoughtful Thursdays – Consequences of poor follow up

Unbelievable, but true, at least it was unbelievable until it happened to me. I recently received information about a health benefits program that peaked my interest. I responded to the contact information provided and the waiting… Read More

Aug 2, 2012

Thoughtful Thursdays – Don’t be in such a hurry…

… and you will probably arrive faster and happier. Usually associated with, but certainly not limited to rookie sales people is the quick draw reaction to an objection. This is where hard work can go down… Read More

Jul 26, 2012

Thoughtful Thursdays – Ask yourself why

Last week I ended with: Don’t be afraid to ask “Why?” I did not specify who to ask. The post inferred the question would be directed to the prospect. Today’s thought re-directs that question internally… Read More

Jul 19, 2012

Thoughtful Thursdays – Bridging the gap between needs and wants

Recently I was asked to provide feedback for a sales situation that was resulting in lengthening the sales cycle to a point where the seller was fearful that they might loose the opportunity. Analysis of the… Read More

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