Sales Elements

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Love the Game, Win or Lose

A “no” is just as much a part of the game as a “yes.” You like the part of the game when your dream client says “yes” to your “ask.” You must also love the game when your dream client tells you “no.” It’s all part of the game, and…

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Profit on Every Deal

"We are losing money on every transaction, but we're going to make it up in volume."

There are a lot of ways to rationalize taking business that isn't profitable.

  • Maybe you take unprofitable business in a new vertical where you believe you…
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alt text image of four light bulbs and a one with a dollar sign as a metaphor for why we call it selling

That’s Why We Call It Selling

Here are some of the things salespeople and entrepreneurs say that provide a glimpse into why they struggle to create and win opportunities.

  • The prospective customer wants to control the process. It may be true that the potential customer…
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