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WHITE PAPERS:

New Buying Influences In Today's Markets
The impact of new buying influences on the sales process
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Why Do They Need You?
The value of the rep in today's markets
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Prospecting
Identifying & developing new opportunities
Preparing for the initial call
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So What!

Eliminate messaging without impact

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Elminate the Demons from Demonstrations

Ensure success of your product demonstrations and evaluations

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Just Checkin In...

Delivering a message with impact

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Ready-Fire-Aim

You can't hit a bull's-eye if you don't aim first. Getting back to selling basics.

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Shut-Up and Sell Something!

Listening is the key to driving sales

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Time to Walk
Knowing when to reduce the effort on opportunities that you may never win
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Getting Out of Your Comfort Zone
Pushing past your self-imposed limits
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Every Problem Has A Gift
Leveraging problems to build relationships, trust & image as a reliable supplier
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Getting To Competence
Earning the right to sit at the table
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13 Key Concepts for Successful Sales Negotiations

Sales and negotiation skills to maximize results

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Addressing Buyer's Addiction to Discounts

Understanding customer needs to create intrinsic value

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Consistent Behavior

Negotation is a constant and ongoing activity.

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Patience

Don't negotiate until you are done selling

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Passion

Do you have an appetite for negotiation?

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Quote of the Day

“I know that you think you understand what you thought I said, but I'm not sure that you realize that what you heard is not what I meant”...


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