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Apr 27, 2017

Thoughtful Thursdays – Be mindful of the external factors that can affect sales

When you hear about external factors, you may think marketing but there are also consequences that result from the same external factors. A recent article in the Globe and Mail newspaper describes how home inspection sales are being affected by… Read More

Apr 20, 2017

Thoughtful Thursdays – What problem does your offering solve?

Today’s sales thought is a follow up to recent posts about prospecting titled Prospects not returning your calls? and  Be a better prospector. The posts talk about providing good reasons for your prospect to call back and… Read More

Apr 13, 2017

Thoughtful Thursdays – The benefits of using a sales script

The idea of using a sales script is usually is not usually received with open arms by the sales people I work with. When I mention sales scripts, people start thinking about the annoying high pressure telephone sales campaigns. You… Read More

Apr 6, 2017

Thoughtful Thursdays – Be a better listener

A recent buying experience demonstrated the importance of listening to your customer and learning from what they do not say. It reminded me of a post from several years ago that remains valid today. A few additional thoughts have been added to… Read More

Mar 30, 2017

Thoughtful Thursdays – The price vs value sales barrier

Yes, price is important and I do not know anyone who does not seek the highest value for the lowest price. Even when the price appears to be excessive, the buyer must perceive the value to… Read More