Training
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What The Martian Can Teach Sales Professionals
Read more: What The Martian Can Teach Sales ProfessionalsThis week, I finally watched the movie “The Martian,” starring Matt Damon. Damon plays Mark Watney, an astronaut trained in botany who is left for dead on Mars. Watney must stretch his food rations to keep himself…
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How To Overcome B2B Price Objections
Read more: How To Overcome B2B Price ObjectionsBar none, the biggest objection a customer ever raises is price. Often they don’t comprehend the value of your solution, therefore concluding that the number you’ve quoted is completely arbitrary, maybe even greed-based. It’s true that today’s…
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Plan and Prepare For Your Sales Call
Read more: Plan and Prepare For Your Sales CallResearch shows that salespeople will never reach their performance potential without a well-defined sales-call procedure that they can follow and learn from. “Winging it” on sales calls has grim consequences – lost sales, extended sell cycles, margin…