Category Archives: selling

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May
08

The Real Reason You Are Not Closing More Business

Business owners are convinced that if they had a better way to execute the close properly, all their revenue problems would disappear. Business owners believe that I can teach them a magical phrase, secret sentence or fancy closing statement that would convert someone on the spot and compel them to hire you.
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Dec
14

The Real Reason You Hear Price Objections

Your value is infinitely more important than your price. To separate yourself from competitive options, you must establish an environment in which your prospect can clearly see the value and expertise that you provide. If prospects can’t see the value, they are going to use the one measure that they can see—your prices and fees. When selling against competition your success depends entirely on your ability to
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Oct
27

Asking Powerful Sales Questions

Contrary to popular belief, there is such a thing as a stupid question, and salespeople ask them every day. Salespeople are notorious for allowing stupid, lame and lazy questions to leave their lips. Asking powerful sales questions is something you can learn. Stupid questions anger and waste your prospects' time.
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