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Archives for January 2017

Seven Negotiating Mistakes That Hurt Your Sales

January 31, 2017 by Don

Seven Negotiating Mistakes That Hurt Your Sales

Negotiation is an essential element of most sales efforts. Yet too many salespeople, professionals, and business owners lack the skills to negotiate successfully. If you’re not good at negotiating, it can cost you both … [Read more...]

Filed Under: Sales

Nine Ways to Correct a Customer Without Insulting Them

January 24, 2017 by Don

Nine Ways to Correct a Customer Without Insulting Them

In my last post, I wrote about the fact that—contrary to a popular business cliché—customers are often wrong. In those situations, it’s up to us to correct them, so they don’t make a mistake, or at least prevent them from … [Read more...]

Filed Under: Sales

The Customer Is Rarely Right

January 17, 2017 by Don

The Customer Is Rarely Right

One of the most common clichés in business is “The customer is always right.” It’s a staple of books and training seminars on sales, marketing, and customer service. And it’s dead wrong. While today’s buyers … [Read more...]

Filed Under: Sales

Look to the Past for Future Sales

January 10, 2017 by Don

Look to the Past for Future Sales

As a general rule, it’s best to focus on the present while keeping an eye toward the future. That doesn’t mean, however, that you should completely ignore the past. Because not only does the past hold a plethora of … [Read more...]

Filed Under: Sales

Short Attention Spans Aren’t the Problem

January 3, 2017 by Don

Short Attention Spans Aren’t the Problem

It seems like every other week I read an article bemoaning the ever-declining length of the human attention span, which apparently is down to 4½ seconds. (Which means you’re no longer even reading this.) Here’s the … [Read more...]

Filed Under: Sales

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