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Aug 7, 2014

Thoughtful Thursdays – Needs versus wants

Sell the customer what they want or what they need. A question for the ages, with the comprehensive answer: “It depends.” Yes, it depends – on many levels. A client of mine ran into a wants… Read More

Jul 31, 2014

Thoughtful Thursdays – New to outside sales?

If you are new to outside sales, congratulations and welcome! Yes I am biased and know that sales it is not for everyone, but for those who take to it, there are few better jobs. Whether you were waiting for… Read More

Jul 24, 2014

Thoughtful Thursdays – Make a good first impression

Using the ‘shoe on the other foot model’, think about situations where you have been turned off by less than positive first impressions. Now consider how much extra time it takes for that poor first… Read More

Jul 17, 2014

Thoughtful Thursdays – Addressing the question of value

A popular sales topic is the price objection, and I have posted several times on the subject. We talk about quantifying the value of products and services and communicating it to the prospect. Today’s thought… Read More

Jul 10, 2014

Thoughtful Thursdays – Addendum to: Lose a customer?

A few weeks ago the Thoughtful Thursdays post asked the question: Lose a customer? Since then I came across the infographic on the left from Get Satisfaction. One of those things that make one think. When you… Read More