Sales Skills and Tips

52 Weeks of Book Reviews. Week # 10 – The Unfair Advantage: Sell with NLP! by Duane Lakin

The world of NLP is a little hazy. I’ve met people who swear by it, and others who write it off as wishful thinking. I believe that there is something to the NLP method, although I’m not sold on the mass appeal and train-ability of this. It’s a tough topic to teach in a book. …

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52 Weeks of Book Reviews. Week # 4 – Selling to anyone over the phone – Renee P. Walkup

This one is a bit of a cheat because I read the original edition almost 10 years ago and didn’t even realize that there was now an updated 2nd edition. I must say that the team improved and updated the content for us and it makes a difference. I’m in a Call Center environment and …

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SALES MO

Sales Momentum, what I call the SALES MO, is just like physical momentum.  It’s easier to keep it going than it is to start from scratch.  When I was 17 years old I went away to college, my family wasn’t particularly well off but I had a scholarship and a part time job.  My father bought …

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Defusing vs Overcoming Objections

Defusing vs Overcoming Objections “Closing” sometimes has a negative connotation, primarily because no one likes to be “Sold” except for sales people. The rest of us don’t want to be “Sold” something, we just want to “Buy” a product or service worth having. Sales professionals who consistently find themselves having to use Hard Sell techniques …

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What is SalesFu? – Capturing the Energy

What is SalesFu? Sales Fu = The Art of Identifying & Capturing Customer Energy and using it to Persuade & Influence a purchase decision. We’ve found that there are different personality types and we have an idea of how those personality types impact our communication. Now what? Now we talk about Capturing Customer Energy via …

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What is SalesFu? – Identifying the Personality Type

What is SalesFu? Sales Fu = The Art of Identifying & Capturing Customer energy and using it to Persuade & Influence a purchase decision. In order to Capture Customer Energy it’s important to be on the same page with communication styles. This starts with identifying and mirroring the customer’s personality type. There are numerous labels …

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