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Closing Sales. How To Sound When You Are Closing A Sale By Claude Whitacre

Closing Sales. How To Sound When You Are Closing A Sale By Claude Whitacre

[ 0 ] April 11, 2017 |

One aspect of closing sales that is seldom addressed is how you sound as you begin closing. I’ve watched hundreds of sale die because the salesperson changed something when they started closing the sale…asking someone to buy. They change the speed, cadence, tone, volume of their speech. They may change position, start looking at the […]

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Positioning Yourself As Being In Demand When Sales Prospecting And Selling By Claude Whitacre

Positioning Yourself As Being In Demand When Sales Prospecting And Selling By Claude Whitacre

[ 0 ] April 11, 2017 |

A short post. As a salesperson, it’s important to always have the sales prospect see you as “in demand”. In other words, they have to see evidence that you are someone that buyers seek out, and that people are trying to buy what you sell. Why? Because if everyone wants what you sell, it must […]

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Sales Language… Using The Words “Popular” and “Recommendation” In Selling By Claude Whitacre

Sales Language… Using The Words “Popular” and “Recommendation” In Selling By Claude Whitacre

[ 0 ] April 10, 2017 |

When you are in the process of answering questions when selling…I’ve found two words that really help. I like to ask “Would you like to know what’s most popular?” or “Would you like to know the most popular option?” and “May I make a recommendation?” Why the word Popular? We have a strong inner need […]

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Sales Language. Use The Best Language To Describe What You Sell And Create An Image In The Customers’s Mind By Claude Whitacre

Sales Language. Use The Best Language To Describe What You Sell And Create An Image In The Customers’s Mind By Claude Whitacre

[ 0 ] April 9, 2017 |

Use of the best words to describe what you sell. Some words imply a benefit or create and image in people’s minds. For example, if you sell something that is heavy, it’s better to call it sturdy, well built, substantial…..these sound like benefits, even though they also mean heavy. You want to be accurate, and […]

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Selling Against Competition. Your Sales Competitors…And Why It’s Important To Know Them When Seeing A Prospect By Claude Whitacre

Selling Against Competition. Your Sales Competitors…And Why It’s Important To Know Them When Seeing A Prospect By Claude Whitacre

[ 0 ] April 9, 2017 |

“We have no competition. We’re the best”. I’ve heard that hundreds of times. But that isn’t how sales prospects think. And you need to sell with your prospect’s point of view in mind. Go on your top few sales competitor’s websites and get information on what they sell and what services they offer. You need […]

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Sales Prospecting By Calling Back Your Sales Prospects That Almost Bought….But Not Quite.  By Claude Whitacre

Sales Prospecting By Calling Back Your Sales Prospects That Almost Bought….But Not Quite. By Claude Whitacre

[ 0 ] April 7, 2017 |

When you are prospecting for sales, the very best list of names you can call…is your list of past buyers. That’s true in every industry, for every type of selling. But what’s the second best person to call? ┬áThe people who almost bought what you sell…the day before. Another example from my days selling vacuum […]

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