Sales Effectiveness

Four Reasons to Use Testimonials in Sales

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November 27, 2017
Four Reasons to Use Testimonials in Sales

Tweet Today, 92% of consumers incorporate product and service reviews into their online purchase decision1. Positive reviews are a critical component of an organization’s branding and marketing strategies because they instill trust and loyalty. Since third party reviews are so very effective, it’s difficult to imagine why many sales people don’t leverage them when selling...
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Negotiations—Four Steps for Smooth Selling

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February 23, 2017
Negotiations—Four Steps for Smooth Selling

Tweet Whenever stakes are high—as with negotiating, fear and anxiety tend to dominant our minds.  Instead of fearing negotiations, approach them with the same process and perspectives as those who have mastered the art of the deal.  Here is how. Define a win-win strategy.  Sales professionals sometimes refer to an upcoming pitch as, ‘Going...
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Five Steps to Solve Prospects’ Problems and Seal the Deal

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January 12, 2017
Five Steps to Solve Prospects’ Problems and Seal the Deal

Tweet Whether a sales professional’s sales cycle is short or long, here are five specific steps that will help seal the deal.  Consider the customer’s point of view.  Dale Carnegie’s 17th Human Relations principle, ‘Try honestly to see things from the other person’s point of view,’ is paramount to building a strong relationship with...
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Six Reasons Sales Aren’t Scary

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November 13, 2015
Six Reasons Sales Aren’t Scary

Tweet Many people shy away from sales because they fear confrontation; making a mistake; cold-calling and other rationales. Here are six reasons sales roles simply aren’t scary. Sales start everything. Henry Ford famously said, “Nothing happens until someone sells something,” because at the heart of every enterprise is the revenue-generating engine of sales. Appliances...
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7 Aspects for Sales Effectiveness

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September 26, 2014
7 Aspects for Sales Effectiveness

Tweet Selling for a living is a dynamic and exciting process that involves many critical variables for success. Sales effectiveness can make a career and provide long lasting revenue; but being a sales leader in the industry you are selling in means hard work and dedication. Selling is never easy, especially over the extended term, but...
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Six Core Ingredients for Success in Sales

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August 21, 2014
Six Core Ingredients for Success in Sales

Tweet Being a solo professional across the Mid-Atlantic means being at your best every single day; no matter the industry, from being in real estate to the car business, the key ingredient for prosperity is to be motivated and ready to go every single day of the week. Being the best in service and in...
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5 Simple Sales Ingredients

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May 8, 2014
5 Simple Sales Ingredients

Tweet Selling for a living here in the Mid-Atlantic can be as exciting as it is challenging. Building relationships across important networks in and outside of the company and organization is extremely helpful.  Selling is not an easy process, but it can be a simple one.  In fact, it is within a menu of common...
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6 Aspects for Sales Advantage

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March 25, 2014
6 Aspects for Sales Advantage

Tweet In our area, sales success is a hybrid of both personal and professional success. Engaging prospects and making good contacts have to be genuinely relational. Paying attention to every single aspect of information gathering and opportunity will make the client relationship a strong one. Everything in sales happens through people and it happens...
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Top Five Reasons People are Motivated to Buy

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November 12, 2013
Top Five Reasons People are Motivated to Buy

Tweet For sales professionals, analyzing the reasons people buy something is a life-long endeavor. The sub categories are as widely varied as life itself including—but certainly not limited to—family, romance, health, independence, and recreation. In the final analysis, it always comes down to what motivates an individual, and what you must do to captivate...
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How Attitude and Value Increase Sales Success

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October 15, 2013
How Attitude and Value Increase Sales Success

Tweet   Developing and understanding how your attitude relates to your career is a very important first step to increasing your sales success. Once you have an attitude understanding, you can better develop a personal value statement. A personal value statement is absolutely critical to communicating the value you provide to a client. Here...
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