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Patricia Fripp

10 Biggest Mistakes Sales Professionals Make in Their Presentations

By Patricia Fripp, CSP, CPAE Like Hollywood actors, sales professionals put themselves and their companies on the line with every word—taking a risk in the hope of a favorable outcome. Just like actors, even the best, most experienced salesperson benefits from script review, rehearsal, and coaching. Here are the 10 most common mistakes seen on […]

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Todd Cohen

Three Deadly Words

The Phrase That Can Spell Career Disaster By Todd Cohen The English language has an unending supply of words and phrases that are built to create conversations that convey meaning and leave impressions. How you use and deliver these words makes a huge impression on people and leaves them thinking and feeling a certain way […]

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Mark Vickers

Increase Sales with Clear Intent

By Mark A. Vickers Sales success relies on your ability to communicate effectively with your prospects. The problem is we often get in our own way by not being intentional about the intent of a meeting. Kelly knew that the sales reps on her team were dedicated to their customers but they seemed to be […]

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Patricia Fripp

5 Tips to Close More Sales

East to use techniques to help prospects make decisions in your favor By Patricia Fripp In your business, how long does it take for you to go from an inquiry to a serious sales presentation with the buyer or executive team? Weeks? Months? When the time comes, are you prepared? Do you know exactly what […]

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Todd Cohen

The Silent Selling Tool We All Have

By Todd Cohen Selling is something everyone does each and every day. Every conversation is a selling moment and a perfect opportunity to leave an indelible impression with whom you are speaking. That impression you leave can have other people wanting and clamoring to engage you. But wait – there is another selling tool that […]

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Bob Phibbs

Customer Service That Sells to Boomers Comes From Training Millennials: 6 Practical Tips That Drive Sales

By Bob Phibbs When you are focused on creating to team culture of customer service, it is important to realize how generational differences can impact the selling process. That Generation Gap was on display recently when Graham, a friend of mine walked into a local electronics store to buy a microphone. The young sales associate […]

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Patricia Fripp

Eight Steps to Outstanding Sales Structure

By Patricia Fripp You have great products and services, often complicated and technical, which require trust in order to sell them. Even if you’ve made a compelling presentation, it often takes weeks before you get a response. Therefore, you must burn vivid examples and key ideas into the prospect’s mind so they cannot forget how […]

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Peter DeHaan

Choose Your Business Partners with Care

Conference planners sometimes ask me to sit on a panel. The common format is that each panelist makes an initial presentation, followed by a Q&A. Other times the presentations are longer, with no time for questions. Most of my panel experiences have not been positive. For my first one, my fellow panel members dismissed my […]

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Paul Cherry

The Salesperson’s Handbook: Five Common Sales Obstacles and How to Overcome Them

By Paul Cherry Lucy was a brand new salesperson who wanted to make a big impression. She did everything she could think of to establish relationships with prospects and wow them with her proposals. While she was not failing as a salesperson, Lucy was certainly not leading her team in sales either. After nine months […]

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Tony Cole

Create a “No Excuses” Sales Environment

By Tony Cole In order to help our sales people be successful reaching goals, we must hold them to the necessary activity by building strong tracking and accountability processes. We call Accountability “a 14-letter dirty word” because in most organizations the process of inputting, collecting, and inspecting sales activity is not well-liked– by sales people […]