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  • 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 service. …

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    Posted on March 3, 2015 in Blog, Newsletter by ValueSelling
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    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
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    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
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    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
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    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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    Finding power: Not a matter of luck

    Rely on strategy – not luck – to solve problems, because crossing our fingers or rubbing a rabbit’s foot will only get us so far.  One of the most common dilemmas we see with salespeople across all industries and levels of experience is the question …

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    Posted on August 26, 2014 in Blog, Newsletter by ValueSelling Associate
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    When we lose the business in B2B sales

    If we only understand sales, we’re just salespeople to our prospects and nothing more. We can’t just be experts in selling. We need to be experts in our customers’ industries, too. But when we understand the overall industry, prospects’ business, and their specific issues, we …

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    Posted on August 22, 2014 in Blog, Newsletter by ValueSelling Associate
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    Up your sales in a down economy

    Given the slow worldwide economic recovery, it’s an appropriate time to review our core tactics. Many of us are finding our clients and prospects are risk averse. Here are some effective strategies you can proactively use to increase your sales, no matter what the economic …

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    Posted on August 5, 2014 in Blog, Newsletter by ValueSelling Associate
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    Driving the conversation: The fine art of asking questions

    As sales professionals, you probably know a lot about the capabilities of the products and services you represent. However, being a “solution expert” alone is not enough to differentiate you from your competition. If you are perceived as a trusted advisor AND a solutions expert, …

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    • 3 reasons you’re not closing - […] What’s going on in our minds this time of year is different from what’s going on in our customers’ minds. “No” might seem like their easiest option when they’re concerned with other things, but we need to recognize that their objection is just a disguised request for more information. Interpreting what their “no” means specifically will help us understand how to direct the conversation going forward. […]
    Posted on July 25, 2014 in Blog, Newsletter by ValueSelling Associate
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