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Negative prospects have been created by salespeople who don’t know how to handle prospect pain.Read More
Nick was having a real string of successful closes. The experienced salespeople were jealous. But then Nick started having a problem.Read More
Unless you establish a contract up-front, the prospect has no reason to buy from you, regardless of your price, your quality or any other reason. And if the prospect does buy anyway, you were just lucky.Read More
Pain solutions sell — educational solutions create headaches.Read More
The most successful salesperson is an educated dummy. Being a dummy does not mean you immediately forget everything you know about the products and services that you sell.Read More