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Dec 26, 2013

Thougthtful Thursdays – Ever thought you were entitled to an order?

We do not close every sales opportunity that we work on, and it is always disappointing to not get the order. It is more difficult to accept when you have done everything in your power… Read More

Dec 19, 2013

Thoughtful Thursdays – Is your prospect caught between want and willing?

A solid contributor to a long sales cycle is the situation when a prospect is caught between want and willing. They have demonstrated genuine interest in your product yet the close date keeps moving out. Todays thought is about… Read More

Dec 12, 2013

Thoughtful Thursdays – When “yes” turns into “no”

This unanticipated objection is one that follows a series of positive responses leading you to believe that the order is imminent and then the customer changes their mind. Today’s thought is about responding to “yes,… Read More

Dec 5, 2013

Thoughtful Thursdays – No more discounts, resistance is not futile

Today’s thought is about resisting the pressure to sell on price. Although it may feel like it, your target market is not a Borg-like collective of people or businesses driven to assimilate you into their way… Read More

Nov 28, 2013

Thoughtful Thursdays – Benefits of outstanding customer service

Today’s thought is about going the distance to provide outstanding customer service and the benefits of doing it. A group of us decided to grab dinner after an early movie  at a restaurant a short walk… Read More