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It’s Better to Sell The Pain than The Gain | Effective Selling Skills
What is your prospect’s pain? People buy to fulfil outcomes and to solve problems with solutions. People who are in the market for certain...
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Are You a Top Sales Professional? | Professional Selling Skills Training
According to a Harvard Business School study, the best sales professional firms have certain characteristics. Most of the characteristics...
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How to Fine Tune your Sales & Marketing Plan | Sales & Marketing Planning Skills
What does this mean? Fine tuning your sales & marketing plan means evaluating its success year on year and making the changes required to...
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How to Keep Customer Records | Sales & Marketing Skills
What is a customer record? Customer records contain important information vital to maintaining an ongoing relationship with your...
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Understanding the Client Needs and Wants | Sales Management Training | Sales Transformation Asia
Step One: Knowing the “Why” and the “How” Is What You Are Trained to Do Before you start any engagement, ask yourself, “Why did they...
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How to Reach Out to Decision Makers | Sales Prospecting Skills Training
When making initial contact with the people who make or influence decisions, we have two key tactics to consider before the approach: (1)...
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Setting your Sales and Marketing Goals | Goals Planning | Sales Management
What is a goal? A goal is a written statement of intent. It represents an important target that you are aiming for. Your sales and...
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Understanding Influencers’ Perceptions and Values | Effective Selling Skills
People make decisions emotionally and justify them with logic. But perceptions drive the emotions. For thousands of years, the perception...
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How to Overcome Rejections | Sales Prospecting Training
Rejection isn’t really rejection unless you accept it as final! Much research has shown that moving a prospect from contact to contract...
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Strategic Planning & Marketing Strategy | Sales Management Strategy
I had the challenge of working with a large firm whose growth had flattened out during the preceding three years. (In contrast, in the...
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Listening Is Key to Creating Wants | Listening Skills Training | Customer Service Skills
Almost every book on selling has a chapter on asking questions. Marketing and sales trainers encourage you to ask, “Open-ended...
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How Uncovering Prospect Problems | Questioning Discoveries Selling Skills | Consultative Selling Ski
In order to sell services, a professional must have a command of all the potential problems of a prospect. Businesses hire professionals...
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How to Maintain Awareness and Learning from Experience | Asia's Leading Sales Training
What does this mean? Maintaining awareness is about keeping your eyes and ears open and knowing what is going on in your business. It is...
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Visionaries Plan for Sales Success | Effective Sales Planning
Without plans, most individuals and firms fail at marketing before they even begin. Plans provide goals for your growth. Plans provide...
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Following Up and Following Through | Consultative Selling Skills | Asia's Leading Sales Training
What is follow up? Follow up is carried out by telephone or email after an initial contact has been made with a prospective customer. You...