Selling to the Point

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“Sustainable Selling” is an Inside Job

Think of a belief you hold so dearly that abandoning it feels like you’d be abandoning yourself. Now recall the person who first introduced you to it, and the gratitude you feel toward him or her. Would you abandon this belief if this same individual approached you now and tried to change your mind? Of…

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Elevate Your Customer’s Decision-Making Quality

Not all sales are created equal. Some sales result from better decision-making quality than others. For example, an insurance company I worked for gave “quality awards” to deserving agents. Agents earning this award consistently sell policies that stay in force a higher percentage of the time. The same agents tend to win this award year after year.…

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A Silent Conversation Determines Success for all Salespeople!

Every sales presentation requires two separate conversations for successful selling. Most attention is paid to “Conversation A”, which is the selling-conversation between the salesperson and customer. However, “Conversation B” is more important. It’s the silent buying-conversation happening between the customer’s ears. These are two distinctly different conversations. For example, during the selling-conversation a salesperson may…

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