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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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Sunday, June 14, 2009 3:04 PM

Are You An Order Taker or Order Maker?

Today I would like to drive home the importance of having a sales process for maximizing your sales results and increasing sales revenue. This is the first part, having a process; however the most important step is training the salespeople in this process...
Posted by Brett Burgess
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Monday, March 30, 2009 1:41 PM

Do You Have A Sales Process?

Every business says they have a sales process, however many of these businesses do not have a process so much as an evolved way of doing things. When asked what is working well and what is not the answers are vague at best. It is very hard to measure...
Posted by Brett Burgess
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Thursday, February 26, 2009 12:43 PM

Ways to Double Your Sales in 2009

At the January workshop, the question was posed to the group - How do we double our sales income in 2009. The results follow: 1. Invest in training (see me) 2. Join BNI (Business Referral Group) 3. Have a goal – plan and strategy 4. Make more time – measure...
Posted by Brett Burgess
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Monday, July 07, 2008 5:45 PM

What Is It Costing You Not To Have a Systemised Sales Process?

Last time we were looking at why we need to develop good questioning processes. I want to explore this subject more, however let's look at why it is so important to follow a questioning process in your sales presentation. We know that following a...
Posted by Brett Burgess | 1 comment(s)
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Tuesday, March 04, 2008 10:19 AM

Are You Listening for the Buying Signals?

We have been discussing buying signals loosely defined as - "cues given by the buyer that they may be ready to commit". In a typical sales presentation where the seller has identified a key need of the buyer, the buyer will give buying signals...
Posted by Brett Burgess | with no comments
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