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Sell For Lifetime Value

Let’s say you are calling on a customer that spends $250,000 on whatever it is that you sell. For you and your company, that’s not a huge deal, and it isn’t a small deal either. It’s just slightly larger than your average deal with a…

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Your Baby Is Ugly

Weak salespeople tell the client what they want to hear. Great salespeople tell the client what they need to hear.

Want to Hear

The weak salesperson tells the client what they believe he wants to hear. They believe that by telling the client…

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A Competitive Paranoia

Assume that your competitor has spent more time with your dream client than you have. Assume that they got there early. Assume that during that time, your competitor has developed deeper relationships with stakeholders at different levels within…

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Your Goals Are Your Own

Your strengths are different from your competitors. So are your weaknesses. Even though you sell exactly the same thing, many of your processes are different. You have different capabilities and different limitations. You produce different…

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