I read an article recently in the American Express Open Forum that I found really interesting. The author of this article compared business to dating. The thought was that running a business was like being on the dating scene. Instead of looking for love, you’re working for money and partnerships. ...
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Category Archives: Sales Tips
The Power of Asking Questions in Your Sales Process
One of my favorite sales trainers wrote an article about selling that I found interesting. I’ve changed some of the information to relate to all industries/companies and wanted to share these thoughts. When college coaches recruit high school athletes, they don’t waste time listing all the fine features of their...
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Growing Your Business Through Referrals
Every professional sales person knows that one of the greatest ways to grow a business is through referrals. Getting referrals isn’t something that only the sales department should be responsible for though. Many levels of employees usually deal with a customer and sometimes it is the front line employees who...
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Tell me a little about your company…
How do you answer a potential customer when they say, “Tell me a little about your company.” If you are like most salespeople, you view this as an invitation to rattle off your 35 minute PowerPoint on your history, management, value propositions, and top it off by giving them several...
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Vendors: Are You Losing Business Because You Don’t Offer Financing?
Research indicates that more companies are seeking and securing vital financing from their vendors as other forms of credit remains tight. According to the National Small Business Association’s (NSBA) 2009 Small Business Credit Card Survey, 30% of business owners said they relied on vendor credit over the prior 12 months,...
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