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Do You Remember How to Close?

Two weeks ago I told a client that his team needed to go back to the playbook I helped them build and the planned dialogues therein. He said, “To you those words are easy, but to our people they sound aggressive.” He’s not wrong. It’s…

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Faster At What Cost

Most of the things that make sales go faster are bad for long term relationships--and longer term results.

Trying to close faster only creates resistance on the part of your buyer. Making sure that you take them through all of the stages of their…

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