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Aug 11, 2016

Thoughtful Thursdays – Exaggerated claims

Buyers today are as knowledgeable about their business as they have ever been. With a few keystrokes and the click of a mouse, detailed information is available from multiple sources on just about any subject. Today’s sales thought is about… Read More

Aug 4, 2016

Thoughtful Thursdays – Your customer says the competition is offering a lower price

You are having a good day, sales are good and you are looking forward to the coming weekend. A call comes in from one of your best customers and your contact tells you that your competitor has offered… Read More

Jul 28, 2016

Thoughtful Thursdays – Do you demonstrate the characteristics of a successful sale person?

Most experts agree on character traits that successful sales professionals have in common. These include in no particular order Integrity Energy Willingness to learn Todays sales thought is about the importance of demonstrating these characteristics every day. All things being… Read More

Jul 21, 2016

Thoughtful Thursdays – Do prospects talk you out of making the sale?

For every reason there is to buy, there are multiple reasons to not buy. Today’s sales thought is about not letting your prospect talk you out of making the sale. If your prospect is not in… Read More

Jul 14, 2016

Thoughtful Thursdays – The consequences of lowering your price

There are times when lowering your price appears to be the only way that you will get the order. One of the easiest way to get business is to sell based on price. It is… Read More