Monthly Archives: February 2018

When you express genuine appreciation to your prospective buyers about their accomplishments connects with them on a human level. Many people experience very little appreciation People seldom receive genuine, heartfelt acknowledgment. During the course of your sales appointment, prospects might share noteworthy accomplishments they have achieved in life. Or astute efforts they have made to......
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The best way to respond to questions during inbound sales calls is asking a question of your own… usually. In this series of posts, we have examined your three choices just after answering a prospective buyer’s question. With the exception of during rat-tat-tat questions, the most beneficial way to end your answer to prospective buyers’......
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Underestimating the importance of establishing rapport early in the sales cycle will cost you many sales.   Establishing Rapport leads to more sales Is having a valuable product or service enough to earn you the focus and attention of your prospective buyers? To their detriment, many salespeople think so.  But as they repeatedly experience in lost......
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Knowing when your inbound sales caller starts to run out of questions is the key to regaining control of the call and making a sale. In an earlier post in this series, we discussed what often occurs at the beginning of an inbound call from a prospective buyer: They begin by asking a series of fast-paced......
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Beware of using skunk words or phrases that can cast an unwarranted shadow upon your sales presentation, sales call. It was a TV infomercial about nutrition and the benefits of magnesium. The speaker said was talking about the importance of taking magnesium in a manner that your body can absorb it. Doesn’t that sound like......
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