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Jun
03

Healing Your Business Pain

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Healing your business pain! Where does it hurt? Believe it or not, pain can actually be a good thing and can be used to your benefit. Pain, if acknowledged, can propel you to take action. Pain can be a great mentor and motivator for you. It can be a wonderful wake-up call. It can be the driving force that propels you to have a desire to stop the bleeding in your business. Ask yourself are the pains mild, severe or life-threatening?
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May
28

How to Handle the Price Objection

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Price objections are the most frequent of all objections. If you’re in sales you’ve probably heard a few like these. “You are too expensive,” “we don’t have the budget,” “we can’t afford it”, “your competitor is much cheaper.” If you fail to handle the money issue correctly, you lose.
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May
22

How Sales are Like Dating

How sales are like dating
The sales world can be a lot like the dating world. Sales, like dating, takes insight, skill and discretion to know when your customer is truly interested or not. On a recent trip back from New Jersey, I had a sales conversation with two men in the airport and one of them boldly stated that sales are no different than dating. His remark reminded of a movie from a few years back titled “He’s Just Not That Into You” and I began to see the parallels between dating and sales.
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May
07

Sales Objection: Just Send Me Some Information

Objection- Just Send Me Some Information
One of the biggest sales objections heard around the world is “Can you send me some information?” It pops up early and often. What do you do now? Should you reach for the stamp and lick the envelope, or save your saliva? If your response to send me some information is “Sure, what’s your address?”…you’re done.
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