Category Archives: Sales Tips

Business Is Like Dating

  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...
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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...
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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...
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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...
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