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Training Tuesday:Fact Finding

I’m a big advocate of consultative selling. But before I tell you how great I think the consultative sales approach is, I want to warn you of the negative impact this type of selling has had on some salespeople. Some sales reps visit a customer two or three times, ask them every question they can

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Training Tuesday:Meet & Greet

The initial approach to a prospect is the most crucial part of the sales presentation. All the selling skills in the world won’t matter if you don’t get your foot in the door. Up front I state my name, the company I represent — Sunteck, and the particular transportation services I’m there to sell. Unlike

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Training Tuesday:Sales Prospecting

No matter what you have scheduled for your day there is one part of your job you should do every day – Prospecting. There are no sales without customers and there are no customers without frequent prospecting. You must keep prospects in your pipeline. Set a daily or weekly minimum number of cold calls or

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Training Tuesday:Sales Planning

  Your job is to help your customer become more profitable by delivering their products to their customers on time, undamaged and for a price that is compatible with the level of service provided. You’re not selling space on a truck. You’re moving America and the world. You’re helping Sunteck’s customers by increasing their ability

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Value AddedSales

There are more and more salespeople who have adopted a value-added approach to sales as a means to differentiate themselves from competitors, but few of them put a real dollar value on the value-added benefits and services they provide. Don’t forget, all benefits are claims, which means they are largely intangible and often difficult for

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The SuperBowl of Success

This week there will be a lot of talk about winners and losers.  There’s not always a tremendous amount of difference between the two, especially in a game like the Super Bowl.  Both teams have a string of victories, the Broncos and Panthers have made many right decisions, they’ve taken chances that other teams haven’t,

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An unhappycustomer may sink your success

One unhappy customer may not seem like much, but when one customer shares a complaint, it represents the tip of an iceberg.  According to a Washington, D.C. consulting group that conducts  customer satisfaction surveys, every customer who complains is speaking for many others who feel the same way but they don’t make the time to

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There ISsuch a thing as a dumb question…

Asking good questions can make the difference between making a bad sales call and engaging the prospect in a worthwhile conversation.  Here are some important tips to remember: Use ‘assumptive problem’ open-ended questions Instead of saying, “Do you have any problems with moving your product now?” say, “How are you handling problems that occur while

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Sales andSilence

Often the most important part of your sales pitch is when you are completely silent.  We often rush through all the great benefits of why a customer would buy, without really listening to them tell us what they need… why they might buy from us.  Most people hate mimes.  Why do they exist?  Are they

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