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sales prospects

What's your strategy for building trust with prospective clients?

All things being equal, people tend to buy from people they like and trust.  All things being unequal, the same principal applies. 

How to Succeed at Understanding Prospect's Motivation

Learn how to uncover and understand the prospect's buying motivations. What could be more important in sales than understanding why people buy? Mike Crandall, Sandler trainer and author, talks about the key factors for motivation. 

It's A Sales World

A while back I attended a one-day Prospecting Boot Camp for salespeople in the heart of downtown London. After nine days of visiting attractions abroad, I decided to let my wife do the final day by herself, so I could endeavor to learn the differences (if any) in the mindset of British salespeople from their American counterparts.