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Ken Smith, Sandler Sales Institute

When business is slow, the temptation to tell your story to whomever will listen is great. After all, talking to someone—anyone—is more productive than sitting at your desk waiting for a potential customer to call. Right?

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During tough market conditions, many sales professionals are more tempted to offer discounted prices, or fees, in an attempt to win the business. Cutting price to win the business is a strategy that can do more harm than good. In the short term, you may win a piece of business, but at what cost?

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What makes a cold call cold? While a company may fit the “profile” of companies that can benefit from your product or service, you don’t have specific knowledge of the company’s problems, challenges, or initiatives, and you know little about its key players…

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During tough market conditions many sales professionals are more tempted to offer discounted prices, or fees, in an attempt to win the business. Have prospects asked you for discounts, promising to give you the business if the discounts are granted?

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Sam is a sales person for the ABC widget company. He is presenting to Bob – owner of the Acme Tool Company. Sam says, “Bob, these widgets are proven to be the best…

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You might think that the “hard sale” approach is a thing of the past in professional sales. That’s because most sales organizations have adopted some form of “consultative” selling model…

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Most everyone knows the importance of defining their goals, but very few actually take the time to determine precisely what they wish to achieve, and then build a plan to accomplish just that…

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When was the Battle of Hastings?  If you paid attention in school – it was in 1066.  When was the last time you got paid for that information?

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How often has a prospect asked, “Why should we buy from you?” Sounds like an inviting question…

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While making prospecting calls, you may often find you are receiving the same “put-offs” time and again – the pre-programmed responses prospects use to fend off salespeople who sell what you’re selling…

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