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Positioning and Preparing for Effective Selling
One of the first steps to effective selling is getting clear about how you position yourself and your business. I like to tell the story about my friend Jim, who was looking for more clients for his...
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Better Informed, Better Sales
“In a highly competitive crowded marketplace, all other things being equal, the one with the most information about the prospect and market, who knows how to turn it into solutions, will win the sale.”...
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7 Tips for Getting Known in Your Target Market
When planning a sales campaign, once you have a list of target opportunities, what should you do next? When I’m working with clients, coaching them on their selling process, it takes a good degree of...
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2 Tips to Prepare for Good Sales
What other tips do I suggest that paves the way for an effective sales process? Last week I introduced this topic with 2 out of my 7 tips: Be visible, volunteer and get involved in industry activities;...
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How to Prepare for Selling: 3 Really Tough Tips
What selling tips are the hardest for professionals to implement? Previously I introduced 4 tips for preparing the way to successful sales. When you pay attention to these things, your selling becomes...
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Selling Is NOT Accidental – Visual Tips
In the last few weeks I’ve been excerpting tips from the book I collaborated on with 7 esteemed colleagues, Masterminds Unleashed: Selling for Geniuses, Selling When Selling Isn’t in Your Title. Not...
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Mapping Your Sales Preparation: Gather Info
In a recent post, Better Informed, Better Sales, I explain how important it is to research information about your target market and prospects before you ever approach the selling process. I quoted the...
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