Phoning It In

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A spirited discussion occurs among entrepreneurs whenever the topic of selling surfaces. The conversation will often include the merits of selling over the telephone over the need to be face-to-face with a client. Some entrepreneurs believe that they have a better chance of closing a sale when they can actually be together with the prospect […] [Read More]
Categories: General

Selling OUT of a Sale

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It happened again. A client came to me and wanted me to help them salvage a sales call that had gone terribly wrong. It is as if they wanted me to give them a “morning after pill” for sales calls or turn back the clock and offer them a do-over. The best I could offer […] [Read More]

Transparency, Behavior and Experience

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Business owners work extra diligently to create the best products and services they can to attract shoppers, clients, and customers. They compete on the basis of having built a better mousetrap, a more effective solution, a cheaper version of something, a more enhanced option, or offering something that is not readily available from competitors. Unfortunately, […] [Read More]