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Make It Specific (Issue 588)

In which we are encouraged to describe ourselves in terms of the specifics of what we do rather than the titles others give us. Read more »

The Reason to Buy (Issue 585)

In which we are reminded that focus on the core benefits of our product or service help us close sales where others couldn’t. Read more »

Wide of the Mark (Issue 582)

In which we are reminded to sell at multiple levels in larger organizations, not just at the business owner or “C” level. Read more »

Sounds in Darkness (Issue 580)

In which we are reminded that listening, really listening,  involves more than words. Read more »

I Didn’t Know You Did That (Issue 578)

In which we are reminded that we need to share stories with our clients and ask questions focused on topics outside of their current dealings with us in order to have a first chance at their new issues that arise. Read more »

Varying the Mix (Issue 575)

In which we are reminded to vary the pace, style, and focus of our questions to maintain energy and engagement during sales calls. Read more »

Take What the Defense is Giving (Issue 574)

In which we are reminded to pursue issues in which our prospects / clients are interested rather than the issues in which WE are interested. Read more »

Under Pressure (Issue 569)

In which we are reminded that our success in sales depends, to a great extent, on practice and repetition. Read more »

Common Interests (Issue 568)

In which we are reminded that starting conversations with complete strangers can be easy if we can find common interests. Read more »

The Subway Strategy (Issue 567)

In which we are reminded that the best way to attract prospects is to demonstrate our capabilities to them. Read more »

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