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Aligning Customer Objections to the Buying Process

SBI Growth

Fix your sales problem in 5 easy steps – sounds great, doesn’t it? Don’t get me wrong, I revel in an easy solution. One of the biggest problems for sales reps is customer objections. As a sales rep, you have a variety of tools in your bag. ‘A’ Formulaic approaches such as this are very tempting. Seem too good to be true?

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Take the Sensory Price TEST - Harvard Business Review

HeavyHitter Sales

My recent Harvard Business Review article titled “ Research: How Sensory Information Influences Price Decisions” was based upon a fascinating sales linguistics experiment.   The conversations salespeople have with prospective customers are quite complex. It is plastic construction that staples up to 30   sheets.

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“I Need To Hire A Rainmaker!”

Partners in Excellence

Usually, what’s described as someone of incredible authority and power of persuasion, that comes in at the end of a sales cycle, and in one meeting, seals the deal, then goes off to the next deal working his or her magic. So to be honest, I don’t believe in that concept of rainmakers, at least in complex B2B sales.

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