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When Should You Stop Negotiating?

When Should You Stop Negotiating?

No doubt you will have entered some negotiations and you find yourself giving away much more than you had intended to, and ended up in a lose/win situation, where the disadvantages of your position far outweigh the benefits you have gained. How do you feel when this...

Hell

How Do You Sell To The Non Decision-Maker?

How Do You Sell To The Non Decision-Maker?

It often happens that we are trying to influence a person who doesn’t turn out to be the decision-maker in the department or business. It might be that this is the person who influences the decision but isn’t the final decision-maker. What would be the best approach...

Hell

How Can You Beat The Undercutting Competitor?!

How Can You Beat The Undercutting Competitor?!

This happens so often it surprises us when salespeople ask how to combat it. If it happens to you often, you need to plan how to create value before price is discussed. Here are some tips on how to beat the competition without lowering your pants on price. Make Sure...

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8 Useful Tactics That Will Boost Your Sales Figures

8 Useful Tactics That Will Boost Your Sales Figures

Want to improve your sales? Here are 8 useful tactics that you can use to boost your bonuses and your commissions. TACTIC NUMBER 1 Don’t leave all of your prospecting to normal business hours. Instead, try between 8 and 9 in the morning and between 5 and 6 in the...

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How To Be A More Assertive Salesperson

How To Be A More Assertive Salesperson

One definition of assertiveness is being confident and direct in dealing with others. Assertive people know what they want and aren’t afraid to ask for it. They also respect the feelings and needs of others and are prepared to negotiate solutions that are acceptable...

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How To Improve Your Closing Ratios

How To Improve Your Closing Ratios

The first thing you need in order to improve your closing ratios is sales data. If you are really serious about making a lot of money you should be keeping detailed statistics on your sales performance. This should range from anything like your leads to appointments...

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4 Steps To Get You Through A Sales Slump

4 Steps To Get You Through A Sales Slump

At some time or another every salesperson goes through a slump. This could be due to seasonality, problems with the economy, lack of motivation, your personal circumstances or when a competitor launches a new product or service that captures the imagination of the...