Archive for September, 2008

Referral Prospecting – The Smart Way To Prospect For New Business

September 20th, 2008 4 Comments

I’ve been training sales people for 29 years now and I have had so many sales people come up to me during a break and tell me…”I’m really good at selling.  Just put me in front of a prospect and I’ll get the order.  But finding enough prospects to get in front of is my [...]

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Closing the sale – it’s not what you say, but when you say it

September 5th, 2008 No Comments

Discover why it is more important to know when to close the sale, than it is to know how to close. It’s not the clever tricky ways that will get you the sale. It’s about recognizing buying signals and knowing that now might be the time to “test the water” by using a trial close.

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