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More Articles:1. Overcoming Your Biggest Competitor Summary: whatever it is your prospect is doing now ' that's the key challenge you have to overcome in selling. Well, what you may not know is that everyone in the company knows that the IT Director (your prospect) has been championing how great his own system is, and that his line throughout the company is 'Why buy when we can create this system ourselves.' Even though he knows intellectually that you may have a better solution, he will do everyt… 2. The Hidden Buyer Summary: But how many of us sell in our proposals? You might have heard me lecture that proposals should contain no surprises and that they should summarize the agreement that was already reached by the parties. Every sales person is trained to map out the customers' buying process and make sure they know every person who will be influencing this deal. At that moment, the only sales person in the room is your proposal. How do you articulate your … 3. Selling from your Heart Summary: 'We signed on to help people or to make a great product available or to express our creativity!''We're ok with connecting with people, forming new relationships, and helping people to get what they need...but in a professional and non-threatening way.'And so it is with 'Selling from your Heart.''Selling from your Heart' is about forming connections with potential Clients, finding commonalities, enjoying conversations, figuring out what's… 4. I'll take it Summary: Cutting prices can lose business 'If you can do it for $12, you can have the business.' With his next three words, Bill lost thousands of dollars of business. He said, 'I'll take it!' Too many sales people focus on price and forget about value. If that is true, so is this: Every price the customer offers, before they understand the value, is too low! To increase our chances of making the sale, we must do three things to ensure that we h… |