The Trial Close

If you ask the customer to make a decision, then you’re talking about a specific proposal or sales quote. It’s a make or break situation. If the customer is not ready to make a decision yet, you run the risk of ruining the relationship and the deal...

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The Story Of The Hunter And The Farmer

The truth is that to be successful a company needs both types of sales people, hunters and farmers, as they need to acquire new customers and build relationships with existing customers. The only problem is that it’s not so hard to find farmers, whereas ...

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Hunting Instinct: Do You Have What It Takes?

Companies have taken a client-centered approach and place more importance on direct contact with customers. Therefore they need salespeople with excellent people skills. This raises the question: what makes a good salesperson, or what distinguishes the good fr...

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6 Selling Styles Uncovered: Which Kind Of Salesperson Are you?

Simply stated we can say that sales people have evolved from product-oriented to service-oriented, then advice-oriented and eventually relationship-oriented. George Dudley and Shannon Goodson have developed a six-factor model that represents the different sell...

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Sales Vs. Marketing: Let’s Not Be Strangers

There are quite a few differences in how sales and marketing people approach the market and customer base. Therefore it’s important to gain a better understanding of each other’s world and exchange ideas whenever possible. We can learn a lot from e...

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The 7 Most Common Flaws Of Unsuccessful Salespeople

Every once in a while you meet a salesperson who lives for their profession, but that’s not always the case. Here are some of the most common weaknesses of salespeople, going from a lack of skills and knowledge to wrong mentality. ...

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How To Deal With Expressive Customers

In general most salespeople like expressive customers. Because they are extroverted individuals, it only takes a few questions to get them talking. More often than not they are also on the more dominant side of the spectrum. They are proactive and like to take...

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10 Golden Rules For Customer Satisfaction

Satisfied customers are your best ambassadors. For this reason I thought it would be worth the effort to take a closer look at some characteristics of customer-oriented organizations. What do they do differently and what can we learn from them? ...

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