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Category Archives: Sales
Empathy – The Newest Sales Technique
I have previously discussed important sales strategies in this blog, including the never-ending discussion regarding the true value of resisting price competition and urging sales efforts to always sell profitably. Then there is the discussion of value-added salesmanship that explores the added value you, your … Read More
Posted in Business, Navigating the Downturn, Sales
Tagged: empathetic salesmanship, empathy, sales, sales strategy
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Call Volume Is The Single Most Important Factor For Increasing Sales
There are great salespeople in the world. Anyone who has worked on a salesforce knows what I am talking about. There is always a standout, the guy who has the gift and closes sales almost at will, the superstar. We have … Read More
Posted in Business, Navigating the Downturn, Sales
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The Right Discount Turns Inventory Into Cash
When running a discount, how much should one discount? It’s a great question, one that is frequently debated and seldom has a consistent conclusion. Before I answer, the first thing to consider is why are you discounting in the first … Read More
Posted in Business, Navigating the Downturn, Sales
Tagged: cash flow, inventory, liquidation, sales
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When To Make The Callback
Professional tenacity is what I call the reasonable practice of effective follow-up to a business call, a request for information, a response to a proposal, whatever you may be waiting for. Here are my rules: 1. If a person makes … Read More
Relationships Are The Heart Of The Sale
We spend a lot of time worrying, plotting and developing a sales strategy. Much energy is spent on determining price and discount procedures, who pays for shipping and what terms we should provide. We focus on describing the merits of our … Read More
