Sales Mastery Tips
Specific actions you can take to help your sales reps overcome their lack of comfort with certain markets.
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Tired of chasing too many prospects that just won’t close? Implement these two principles and you’ll dramatically improve your productivity.
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Over the decades that I’ve been involved in sales, I’ve worked with tens of thousands of salespeople. Certain negative tendencies — mistakes that salespeople make — keep surfacing. Here are my top five. See to what degree you (or your sales force) may be guilty of them. Mistake Number One: Over concern with strategy instead of tactics Gather a group…
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Q. Dave, I have read your comments about the value of entertaining, and I agree with you. But, I have a problem. I still find a percentage of customers who keep me at “arms length.” How do I overcome this attitude from the select few of my customers? A. What! Not everyone thinks you are great? Alas, it is the sales person’s…
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How to become an astute planner for sales people, an article by Dave Kahle.
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Dave Kahle explains how the best salespeople understand that we sell different levels of products and services, and regularly talk with customers about their needs that go beyond just product and price.
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