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Decisions
The Modern Sellers Creed_Helping vs Selling
There is a great commercial out now that reminds about what the true meaning of “Selling” should be. It’s a Capital One pitch for their new “Capital One Cafes” – where they point out that all banks look and feel the same. Their novel idea is to provide a relaxed, easy environment, “A welcoming environment...
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Buying signals, buying triggers, Email, Social Media, Social Selling, Follow Up
Recently, I handed over my email address to a sales technology company and much to my annoyance, my phone number, name of my company, title, and headcount – to download an e-book of “sumthin’ or other” (it was so memorable, I couldn’t tell you the details of what or why I opted in). The promise...
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Selling in small increments builds buyer trust
Several posts back, I shared how one of my clients was focused on how BIG and monumental the sale was for her and for her customers. She was suffering from a bit of self-sabotage by projecting her emotions and insecurity on to her customer and letting fear of closing the sale or NOT closing the...
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The Pipeline

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