Tag Archives: video

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A Working Definition of Value

A Working Definition of Value

Sales like other groups have certain common words, reference points and symbols.  They use them to communicate facts and concepts both to the tribe and to their buyers.  The challenge is that often these words or symbols are often quiet subjective and open to broad interpretation, unless the seller defines the term.  If they don’t which is usually the case, it opens the door to miscommunications, and missed sales. Take the word value, I challenge you read one brochure or … Continue reading →

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The Process of Change

The Process of Change

On Monday, I posted a piece about how one company is gaining advantage over another through change.  But change for people, yes buyers are people, is a very personal and internal process.  This video looks at how to leverage that fact to achieve ongoing improvement and evolution of your selling. http://www.youtube.com/watch?v=HKLStFQni4w Next Step Inventory your sales skills Look at which could deliver specific change in your sales approach Act on it, and then one at a time moving forward What’s … Continue reading →

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3 R’s of Prospecting Success

3 R’s of Prospecting Success

In the pas I have posted about leads being a renewable resource.  Still many sales people do not bring the same sense of environmental consciousness to their prospecting and leads as they do to other aspects of their lives.  They litter the pavement with perfectly good leads they choose to discard for no good reason at all. The 3 R’s are Reuse, Revisit, Reduce.  Reuse leads on a regular basis, you never know how time changes their reaction to your … Continue reading →