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How Well Do You Know Your Customer?
The 5 type of “customer personalities” you may face on your next sales call: 1. Decision Maker The decision maker (DM) is the person who must sign off for the deal to go through. Be careful. Many...
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When Should I Negotiate?
It’s important to remember you should sell first and negotiate second. This means we don’t even think about negotiating with a customer until we have first completed the selling process. And this...
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6 Confessions of the Professional Buyer
This is a hot topic because it happens a lot. Buyers take advantage of salespeople. Over the years, I’ve had the opportunity to work closely with a number of buying departments, many times as part of...
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