Sales Strategy

Objection! Leading the Customer

Would lawyers make great salespeople? Well let’s think about it. Are they good at asking questions? Absolutely. Just watch a good trial lawyer ask the witness some questions. They lead them down the path they want while the opposing lawyer interrupts with “objection,...

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How You Buy

How You Buy

It’s known in sales that people buy emotionally and then back their decision with logic. Isn’t it funny though, that when clients have objections, they’re usually logical? Your price is too high. I don’t like the way the contract is worded. The specifications aren’t...

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Simplicity Supports Clarity

Simplicity Supports Clarity

Have you ever researched a new purchase only to find that there were too many options? What did you do? Sometimes people delay the purchase completely. Or they ask a friend for a referral or even let the product reviews help them decide.  If you find the right company...

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