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So often, salespeople like Tom find themselves having great rapport with prospects, like Sylvia, who appear interested, and ready to take action—only for them to suddenly back-pedal and not be able to make a decision. Here are some typical prospect responses:

* “We want to hold off this year.”
* “I need to think about it. Let me talk to my counterparts.”
* “I'll get back to you.”
* “I need to look at other options.”

Tom mistakenly would let the prospect off-the-hook by saying, “OK. When’s a good time for us to talk again?” What Tom needed to do was discover the real reason why they could not come to a decision—to discover the prospect’s real decision-making process. This would help him overcome any hidden objections, allowing him to eventually QUALIFY the sales opportunity. But how Read More
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Even if there's an industry fault in which your company has no part, you need to step up and tell people the facts to gain the loyalty and respect you want. Create customers. Don't just tell them about the features; tell them about the benefits. But don't just tell them about the benefits, either Read More
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Make money online with blogs - this article will give you some ideas on how to monetize your blogs better without even increasing your traffic - read on Read More
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Have a look at the first video-answer with social media ideas that Channelship created. What have we missed Read More
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Have you ever thought about using Flickr to help promote your products? Here is a how to video that can help you drive qualified leads your way Read More
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While “fans claim that new social-networking offerings now being developed for the corporate world will create huge benefits for businesses,” many companies remain skeptical. “There is plenty of doubt about the benefits of online social networking in the office. Read More
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If you're a reluctant sales rep like me, then you already know how much MORE FUN it is to sell more stuff to existing customers than it is to get out there an Read More
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You can improve your sites usefulness by knowing do’s and don’ts of search engine optimization and most importantly you must avoid some common seo mistakes. Read More
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It is beneficial to discuss how to find the best search engine optimization services available given how important search engine optimization (or SEO) is to anyone operating a website today. Read More
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Will Reichard's piece about social media and focus for the sake of branding and marketing communications. Read More
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