18 Sep

Is business to business sales based on fear?

If you were to get 5 sales people in a room and ask them they would all have different reasons. Here are some of the more common reasons I’ve heard.

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30 Jul

Spin Selling, How to gain more orders without selling.

The sales process in large capital equipment must combine a number of key elements. Understanding your customer’s true needs through questioning, knowing your customers emotional behavioral profile, understanding your prospects life views, and knowing your own personality characteristics all play an important role in making the sale.

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