Month: February 2017

Thinking

I recently had coffee with client that I have known for over 15 years. He has a very successful career, both as a Sales Leader within a large enterprise and more recently in establishing his own business. Let’s call him John Our conversation turned to recent new business opportunities, and John began to tell me …

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Objections

Prospects typically use objections when we (sales people) fail to convey the Value Proposition effectively. That is, that value the customer will receive from buying our product or service from us (rather than the competition). When I deliver sales training, one of the most common skills questions that I receive is ‘How do I manage …

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