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Tuesday, September 29, 2009 11:58 AM

What Is Your Sales Impression?

As has been discussed in earlier articles, sales teams need to have a process to follow when presenting to new prospects to ensure more consistent closing ratios. In my experience very few companies I have seen have taken the time to identify the most...
Posted by Brett Burgess
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Wednesday, July 08, 2009 2:05 PM

What Is Your Sales Confidence Level?

Confidence is a huge issue for many salespeople. Following on from my last article regarding order takers and their comfort zones, my focus today is around the issue of confidence. This is something that always comes up when discussing prospecting for...
Posted by Brett Burgess
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Monday, September 01, 2008 4:10 AM

Whose Perception Counts Anyway?

We have been looking at why asking the right questions is so important in the sales process - well here's a question for you. How can you tell what your prospects are actually thinking? The answer is simple - ask them good questions and they will...
Posted by Brett Burgess | with no comments
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Thursday, August 07, 2008 3:06 PM

Questioning To Build Trust

Following on from last time we are looking at the importance of developing questions. Many of us feel the need to build credibility and trust through telling the prospect all about what we have done and what great companies we work for however asking...
Posted by Brett Burgess | with no comments
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Monday, July 28, 2008 1:28 PM

A Question of Questions

This week's article brings us back to the subject of questioning. Did you enjoy the last dinner you had out with friends? You are probably wondering what that question has to do with sales. Bear with me a moment, and answer the question. Now, pause...
Posted by Brett Burgess | 1 comment(s)
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Monday, June 16, 2008 1:37 PM

Where Are Your Questions Leading?

We have been looking at developing a questioning process for our presentations and how most salespeople are so desperate to talk about their products and services and all the solutions they can provide they end up talking too much and presenting solutions...
Posted by Brett Burgess | 2 comment(s)
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