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Tag Archives for " new school selling "

1 Sales Technique: How to discredit the competition and extract pain from a prospect

The most basic rule of New School Selling is “no pain, no sale”. If you are unable to get a prospect to open up with you and share with you their concerns, fears and what is keeping them up at night, your conversation with them will be intellectual and will by default become one of […]

0 Confessions of a Sale Trainer

Early in my career as a sales trainer a business owner, who had invested substantial monies in sales assessments and sales training confided in me that he felt his investment had been wasted. During one of our sales management training sessions the concept of personal responsibility came up. When I asked the sales managers and owners […]

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