Tag: sales conversations

How to time your value creation

How to Time Your Value Creation

The Gist:

  • It is critically important to guide your clients through the conversations necessary to improving their results.
  • It’s also important that you have the right conversations at the right time.
  • Time each conversation based on its…
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alt text image of the word Yes

Say Yes

You call your dream client to ask them for a meeting. After you pitch them on the value of a meeting, they say: “Can you email me some information?” You tell them you can’t send anything, rejecting their very first request, and ensuring they…

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hooks for bait

Taking the Bait

From time to time, your dream client will answer your cold call and ask you to tell them a little about your company and what you do. You will be tempted to respond to that question by answering it, responding to the prompts you were given. You…

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