Alignment – The Key to Sales Success

Dictionary.com describes alignment as “a state of agreement or cooperation among persons, groups, nations, etc., with a common cause or viewpoint.” This should be the desired state for everyone who deals with customers in transactional selling situations and especially those who work with clients in …

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Purpose of a Sales Presentation

“The ability to move a client from interest to commitment rests on the quality of the sales presentation.” – Ralph Kison The purpose of a sales presentation Most of us, either in the role of customer or professional buyer, have encountered so-called sales people that …

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Know Your Client’s Buying Motivators

In the same manner as a skilled surgeon would not operate before conducting a thorough assessment and discovery process, you cannot fulfill or exceed your client’s expectations without a discovery process. Identifying key buying factors is vital in order for you to customize a unique …

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