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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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The FoundArt of writing Thank You notes

It may seem boring at the time, maybe it seems like too much trouble, or maybe we’ve simply lost practice in today’s email and text driven age, but your Mom was right – writing a thank you card is the right thing to do.  I think it’s interesting to note that recent scientific findings link

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Make sureyour prospects really keep you in mind

For some reason you’re not having success on a sales call.  So, because you think there’s nothing left to do, or because you want to get off the call quickly and painlessly, you simply blurt out: “Well, please keep us in mind if you ever need any help.” “Here’s my number, just in case.” “How

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What theDoctor Ordered

For over 35 years I’ve worked with some of the very best sales people around.  Without exception, there’s one thing that they all do.  Oftentimes, it seems like they know more about their customers’ business than their customers do.  They learn from all their customers, and that experience and knowledge gives them a head start

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How willyou remember 2015?

How will you remember 2015? Not everyone is looking back fondly. In a December 25th article, THE WEEK magazine reported some pretty disappointing survey results. Here are a few of them: 69% of Americans believe that the nation is on the wrong track 72% feel that the country isn’t as great as it once was

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Safe WinterTrucking Safety Tips

• Slow down – At fault accidents are mostly due to excessive speed. Driving at the speed limit may be legal, but is often too fast for snow covered or icy road conditions.Take as much time as necessary..DO NOT HURRY. Speed kills. This rule should ALWAYS be at the top of any winter trucking safety

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