Coaching

Just Say “No”

I have had enough of listening to salespeople tell me that to close the deal they are “giving in” to every imaginable concession. In fact, some of these concessions are so ridiculous that they make the overall deal either unprofitable or impossible to deliver and maintain a reasonable level of customer satisfaction and service success.

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Don’t Kill the Sale!

Sales get made and killed every day. Often there is a fine line between the two things and the reasons are pretty obvious. So in this short primer on what not to do when you actually want to make the sale, remember these five simple little rules that will help you close more and lose

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Do you have an agenda?

I was recently listening to a salesperson who was lamenting that his boss told him to “Get out and go see clients.” Certainly a reasonable request! When I asked “Dave” what the problem was, he told me that he replied, “I have nothing to talk to them about, so why would they see me?” I

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