The Face Behind the Mask

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The Face Behind the MaskHow To Sell and Sales Tips

by Keith Rosen on January 21, 2008 with 0 comment

Do you use excuses to mask your failures? Read on how to step up to the plate and own up to your failures. Sure, we are really good at coming up with a million reasons why the customer didn’t purchase from us. But all we really need is to come up with just one reason …

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The Systematic Approach To Selling

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The Systematic Approach To SellingHow To Sell and Sales Tips

by Keith Rosen on January 18, 2008 with 0 comment

Do you have a systematic approach to selling? What you can measure, you can then manage. So, if you don’t have a defined sales process, then how can you manage and refine one in order to become consistent in your performance? The shotgun approach to selling does not provide you with the ability to become …

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Beating Around the Bush

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Beating Around the BushHow To Sell and Sales Tips

by Keith Rosen on January 16, 2008 with 0 comment

Do you prefer to hear “I want to think it over” rather than a “No”? Learn how to accept a straightforward answer from your clients. Determine why they really didn’t buy. The key is to get someone to speak to you openly. This can be difficult, since many clients feel the need to disguise the …

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Chasing Dead Opportunities

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Chasing Dead OpportunitiesHow To Sell and Sales Tips

by Keith Rosen on January 14, 2008 with 0 comment

Are you making too many follow-up calls? It’s time you recognized when a sale is dying. Whether it’s because of a stubborn attitude or not realizing when a sale is truly dead, salespeople sometimes spend too much time chasing accounts that simply don’t qualify as a potential sale. This should have been detected during the discovery …

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Reacting vs. Responding

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Reacting vs. RespondingHow To Sell and Sales Tips

by Keith Rosen on January 13, 2008 with 0 comment

Are you reacting to your clients as opposed to responding to them? Read more to learn the difference between the two and how to identify which approach you are taking. When a customer says something like, “Your price is too high,” salespeople often switch into a defensive mode, thinking about a past experience with a …

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Earning Your Customer’s Attention

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Earning Your Customer’s AttentionHow To Sell and Sales Tips

by Keith Rosen on January 11, 2008 with 0 comment

Do you make too many assumptions and lose your client’s attention? Be careful not to ramble on and risk boring your customers to death. Most companies are no longer in the business of selling products but of providing solutions. Unfortunately, salespeople often try to tell the prospect the solution before they even understand the problem …

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When Selling, Do You Talk Too Much?

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When Selling, Do You Talk Too Much?How To Sell and Sales Tips

by Keith Rosen on January 9, 2008 with 0 comment

Do you have a firm grasp on what your customers know and don’t know about your products and services prior to inundating them with features and benefits? If not, you could be costing yourself more sales than you realize. To stimulate interest and to increase the odds of earning the business of a new client, …

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Sell for the Customer, Not You

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Sell for the Customer, Not YouHow To Sell and Sales Tips

by Keith Rosen on January 7, 2008 with 0 comment

Do you want to sell or do you find yourself needing to sell instead? Learn how to avoid one of the most common mistakes in selling. Salespeople often find themselves hoping and praying and sometimes even begging for the opportunity to “Just show what I can do for you” and maybe make a sale. The …

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