sales techniques

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Transforming B2B Customer Relationships – Part 2: How to Turn Around Difficult Client Relationships

In this final part of our two-part series, Sterling Chase MD Steve Eungblut introduces the Sterling Chase INnOVATER Relationship Model, providing a simple 7-step approach that sales and service people can use t...

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Great Selling Skills are Transferable Across Any Industry

These days, great sales people are not the pushy, overconfident stereotype that most people think of when they hear the word ‘sales person’ or ‘salesman’. The male-orientated, winner-tak...

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Separating the Great Sales People From the Average

So what does it take to be a great salesperson? In terms of fundamental selling skills, the list could be endless. To just scrape the surface, a great salesperson should be excellent at pitching and persistent...

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Embed the Right Selling Skills with Effective Sales Training

With economic turmoil in Europe and fierce competition across multiple industries, a key question for any sales management team centres around how prepared their sales teams are for an uncertain future. Before ...

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Take Responsibility of Your Sales Performance and Selling Career!

A few good sales techniques and being motivated are no longer enough… It used to be true that if a sales person had a great sales technique and was highly motivated they would be great at selling. Well, ...

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7 Killer Closing Techniques to Increase Sales

With buyers more cautious than ever, you need to be able to rely on more than just one closing technique to overcome buyer concerns and win more deals. Depending on the situation, you should consider employing ...

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Key Competencies for Selling During Tough Times

It’s over half way through the year and the economic outlook is still looking very uncertain. Nevertheless, most medium and large companies are starting to realise that they can’t continue to cut costs and batt...

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Getting Past the Gatekeeper When Cold Calling

It is clear from our sales training courses that cold calling is a key reason why so many people are deterred from pursuing a career in sales. But cold calling is a fundamental part of selling and, if you are ...

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4 Tips to Improve Your Sales Technique and Selling Performance

How do the top sales people earn so much yet look so relaxed? Well, it’s because they get great results, earn great rewards, develop lasting relationships with their clients, are respected in their indus...