Recently, I had a dental appointment in town. After the appointment, I stopped by a Starbucks to treat myself to an afternoon coffee before heading back to the house. It was a pleasant indulgence and something I don’t do often enough. I ordered my coffee and sat down at a table by myself and just […]
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SALES ADVICE The biggest key and the most difficult task for companies and their salespeople involves fundamentally changing the way they view sales. Traditionally, sales have been made by solicitation initiated by the sales professional. This hunting or seeking out or prospecting, as it has been called for decades, needs to be replaced with philosophy […]
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SALES TRAINING According to Theodore Levitt, a Harvard Business School professor, “The purpose of a business is to find and keep customers and to get existing buyers to continue doing business with you rather than your competitors.” I couldn’t agree more. Everything Has Become a Commodity In the old days of selling the best way […]
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