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    The best of the best

    Traits of top performing sales professionals “I love people” and “I could sell ice to an Eskimo!” These are two comments I often hear when interviewing sales professionals. It is always an interesting conversation when discussing what traits make up a great sales person. Over …

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    Posted on July 8, 2015 in Blog, Newsletter by Marissa Lew
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    Triangulate to minimize the “no-decision” risk

    When a power outage occurs, entire infrastructure systems can be knocked offline. Communication and businesses grind to a halt and the inconveniences are endless! As great as the consequences are, it is often one small error that sets a cascade of power outages in motion …

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    Posted on June 2, 2015 in Blog, Newsletter by Marissa Lew
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    Make it about them, not you

    Can you connect in 30 seconds or less? It is increasingly difficult to get someone’s attention; we are all competing with the 21st Century workspace environment, a cacophony of tweets, emails, likes, meeting requests… a million voices all trying to sell something or tell them …

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    Posted on May 12, 2015 in Blog, Newsletter by Marissa Lew
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    Avoiding the “blah blah blah” presentation

    Here at ValueSelling Associates, we spend a lot of time coaching sales reps to listen and ask questions. The other day, one sales rep asked, “When should I make my pitch? When is the right time for me to educate them on what we have …

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    Posted on April 7, 2015 in Blog, Newsletter by Marissa Lew
  • How much does it cost?

    How to avoid the “P” word

    That’s right, the word that strikes the most terror into our hearts is “Price.” The dreaded “P” word is almost inevitably going to come up sooner or later. Just like you, your client doesn’t want to pay more than absolutely necessary for any product or …

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    Posted on March 3, 2015 in Blog, Newsletter by ValueSelling
  • Thumb Successteam Featuredimage

    A successful sales team recipe

    As sales leaders, we all know that assembling a skilled, productive sales team is essential to our ultimate success. We also know that this can be easier said than done. Many experts consider the key to building a successful team is a balance between art …

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    Posted on January 28, 2015 in Blog, Newsletter by ValueSelling Associate
  • Thumb Noclose Featuredimage

    3 reasons deals won’t close

    Why do some prospects come so close to signing a deal with you only to put off the decision longer? Or worse, back out of the deal altogether? During this critical time in our sales cycle, it’s important to understand the true motivations underlying your …

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    Posted on November 30, 2014 in Blog, Newsletter by ValueSelling
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    When anxiety is a good thing

    Ever wonder why some buyers effortlessly make decisions to move forward, while others never engage or take action? When momentum with your prospect stalls, it could be time to shake things up. We need a fresh approach to turn cautious prospects into  active clients. Consider …

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    Posted on November 11, 2014 in Blog, Newsletter by ValueSelling Associate
  • Thumb Credibility Intro Featured Image

    Telling stories to establish credibility [template]

    In today’s world, there are a few realities that every sales professional is acutely aware of.  The first is that there are many alternatives available for every prospect you have. Not only are there alternatives that are competitive to your solution, but you are often …

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    Posted on October 27, 2014 in Blog, Newsletter by ValueSelling Associate
  • Thumb Jeter Featuredimage

    Three lessons learned from Derek Jeter

    We watch a lot of sports in our house. There is almost always a game, tournament, or other type of competition on our TV. The past few weeks have been no exception. If you’re at all interested in American sports or American culture, you couldn’t …

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    Posted on October 12, 2014 in Blog, Newsletter by ValueSelling Associate
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