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Sales Advice: Problems with Budget

If you are dealing with money objections on the back end when you give a presentation or a proposal, you fail to have a frank and open discussion on the front end. If they don't have money or they're unwilling to invest the money, you can't…
sales advice

Sales Advice: Peeling the Onion

I learned in counseling that the clients' presenting problem that they came into to talk to me about was NEVER the real problem. The real problem was three... four... or five... eight... twelve... twenty seven layers deeper than that. This…
sales advice product knowledge

Sales Advice: Show Up and Throw Up

Salespeople show up and throw up. They show up and vomit on their prospect! They vomit product knowledge and information. The one thing that a salesperson knows more than anything else is their product. Hence, the more a salesperson is trained…