Sales Techniques

Sell Low

Sell Low

Sell Low: Actual Decision-Makers and When NOT to Sell to the C-Suite The drumbeat from the sales experts has always been the same: Sell High. Always sell to the decision-maker. Don’t waste your time with anyone else. Talk to the CEO and tell her that you want to...

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Practice Unconditional Support

Practice Unconditional Support

What happens after the sale is more influential in determining the probability of repeat business than anything the salesperson can do. If the customer’s experience with your company during the post-sale phase is substantially different than it was during the...

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Tips to Turn Your Attitude into Orders

Tips to Turn Your Attitude into Orders

Not long ago I read a blog posting about the art of the follow-up. I liked the general concept presented by the author, that there are skills we can all learn that will improve the effectiveness of our sales follow-up. It was hard to argue with his premise. He...

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