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Business Journal Column

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Are salespeople about to become extinct?

There are many salespeople who will not adapt to their new selling environment. Those salespeople will most certainly be run out of the profession.

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Two words guaranteed to turn buyers OFF

The words salespeople use, and don’t use, differentiate them.

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Price: The ultimate decision factor in the absence of differentiation

When the dreaded price issue arises, as the buyer tells a salesperson that his price is higher than the competitor’s, the issue isn’t price.

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Experience means nothing to buyers

Experience can only add value if, and only if, expertise was developed.

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How to eliminate buyer objections

Learn the secrets to navigating buyer stalls and roadblocks.

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Why salespeople should never use an elevator pitch

Before sharing what you do, take a moment to think about the person with whom you are about to share it.

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How you sell, not just what you sell, differentiates you

Look for ways to differentiate yourself through your selling strategy.

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Lazy salespeople are killing your business

The salespeople who insatiably search for ways to differentiate themselves are the ones winning all of the deals while the rest say they lost due to price.

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4 questions that set the foundation for your sales differentiation strategy

These questions provide tremendous insight that cause you to revisit your ideal client profile, your elevator pitch, your prospect pursuit strategy, and the conversations you are having with buyers.

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​Is it time to change your sales compensation plan?

Once you’ve determined that a compensation plan is necessary, care and planning is needed to ensure the laws of unintended consequences doesn’t take over.

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7 components of a great, ideal client profile

A detailed profile helps your salespeople avoid wasting countless hours chasing deals that will never come to be.

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Are your salespeople dis-servicing their buyers?

Salespeople need to help their buyers buy and not let low price be the deciding factor.

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The burning question buyers want answered BEFORE salespeople should answer it

There is a question on the minds of buyers that they want answered before salespeople should answer it. Answer it and you lose. Refuse to answer and you lose. Salespeople need another strategy and one that differentiates them from the pack.

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Differentiation: It’s not just a marketing responsibility

When I bring up the subject of differentiation to executives, they immediately think marketing department, as they are the ones tasked with that strategy. But there is a second party responsible for differentiation, and that’s the sales department.

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How to differentiate yourself when buyers buy through RFP

While buyers want to commoditize you with an RFP, you can still differentiate yourself from the competition.