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Sales Process
I realized we’ve struck a nerve with this series, “Selling for Non-Sales People” when I mention we’ve rolled out this intensive and coaching program, the response is to grab my arm and say “YES! I NEED THIS” with giant eyes and emphatic jerking on my arm. The response in the first weeks has blown me...
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Selling in small increments builds buyer trust
Several posts back, I shared how one of my clients was focused on how BIG and monumental the sale was for her and for her customers. She was suffering from a bit of self-sabotage by projecting her emotions and insecurity on to her customer and letting fear of closing the sale or NOT closing the...
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Heat Up Your Sales Results, Joanne Black - Referral Sales
We’re back this week with another blog post on how to avoid Sales Fails. This time, I asked another Women Sales Pro member, Joanne Black, “What would be the one thing, you would tell sellers to stop doing immediately?” Being the sales industry authority and go-to expert on Referral Selling, Joanne’s response was no surprise...
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packing self sabotage, buyers don't need your baggage
Last week I was working with a business owner on her sales process. She had engaged a prospective new client and we were discussing the next steps to close this large opportunity. She was nervous, understandably, and she really wanted and needed this account and all the working capital and credibility it would bring. In...
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what is a sales playbook, alice kemper sales trainer interview
Earlier this year, my friend and super sales trainer, Alice Kemper asked me my thoughts about the term “Sales Playbook”. I had shared with Alice that we build these often and help our clients execute these plans and she’s heard the term frequently lately and wanted to know if it was a “buzz word” or...
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Cash Flow Crisis_Small Business_Sales Process_Sales Strategy_Stop Winging It
You can say it in many ways. You can define it in many terms – from the technical to blunt: CASH FLOW is KING for small business. The ability to survive and the opportunity to thrive for a small business both hinge on access to available cash. Surviving means you have the necessary cash to...
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Sell to Real People
If you’re looking for great competitive advantage in your selling efforts, this practice will help you convert more prospects to customers and attract your ideal buyers: Sell to REAL PEOPLE, not ROBOTS. Seems kind of obvious, right? But in our zeal to mechanize the sale process so we can pave the road to riches ....
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Defining and documenting sales process is about as sexy as doing your taxes but having a plan to execute your strategy is key to business growth.
Why are you in business? The answers for each person might vary from deeply personal motivation such as “To create jobs for veterans“, “To be my own boss” or in my case, “It’s my calling, this is bigger than me, I HAD to build this business.” Most people start or build businesses because of a...
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Take off your blinders, walk around the desk, around the counter and seek outside perspective to improve your business.
When you stand before a group of people who come to hear you give them solutions, bring them strategies and help them change their economic status—that’s a pretty awesome and humbling place to be. So, you better show up with some REALLY excellent, impactful, inspiring and in my opinion, ACTIONABLE recommendations. I like to close...
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are your presentations a bomb?
Did you ever have one of those terrible professors or teachers in school—the ones that droned on and on about chemistry or Shakespeare or whatever? The ones that sucked all the enjoyment out of the topic, put you to sleep or or left you feeling like you wasted your time? Have you ever sat through...
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