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Sales Training: Day 106 – Pin the cushion
When a prospect gives you an objection the natural thing to do is react and tell them how wrong they are.  That’s what amateurs do.  NOT professional sales people.   You need to let your prospect’s objections bounce off you like water off a wet duck. Remember that objections are a prospect’s way of: Looking for …

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Sales Training: Day 104 – Customers versus prospects
Do you act differently with your prospects than you do with your customers?  Don’t. Put yourself in their shoes.  What if you act one way during their buying cycle and another way after they’ve given you their money and their confidence?  During the buying cycle you’re calling every day, bringing gifts and getting your prospects …

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Sales Training: Day 105 – Listen to this
This could easily be the first lesson in the Sales Getters Sales Training Course.  If you aren’t a good listener, you’ll never reach your full potential in sales.   There is nothing as self-defeating as not listening to what your prospect is saying to you. There are several keys to good listening: Look the person who …

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Fractional sales management

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