selling skills

A Prosperous New Year Doesn’t Just Happen… MAKE 2018 Great!

January 3, 2018  |  Published by in Sales Excellence, Sales Training
Happy New Year 2018

Happy New Year! In the world of professional sales, and particularly in sales leadership, a brand-new sales year brings great […]

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Temptations of the Sales Professional

October 26, 2017  |  Published by in Sales Excellence
temptation in sales

In a recent article for The Business Journals titled, For Best Results, Avoid Temptation at Work, bestselling author Harvey Mackay […]

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What is Your Brand as a Sales Professional?

June 15, 2017  |  Published by in Professional Development, Sales Excellence
Personal Branding for Sales Professionals

What comes to mind when you think about “branding?” Probably corporate logos, colors and visual representation. But branding isn’t just […]

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4 Tips for Better Listening

May 25, 2017  |  Published by in Communication Skills, Sales Excellence
Listening to Sales Prospects

Albert Einstein once said, “If I had an hour to save the world, I would spend 55 minutes defining the […]

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The Exploratory Process: Examples of Strong Focusing Questions

February 9, 2017  |  Published by in Communication Skills, Sales Excellence, Sales Training
Focusing questions for sales call

Each type of Exploratory question learned during Dimensions of Professional Selling® (DPS) sales training plays a role in establishing a […]

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The Exploratory Process – Good Examples of Overview Questions

February 2, 2017  |  Published by in Communication Skills, Sales Excellence, Sales Training

In Dimensions of Professional Selling® sales training, participants learn about the Exploratory Process™ as an effective means of uncovering customer […]

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The Journey to Preferred Position

Selling is a journey, and the destination of all sales activities should be to reach Preferred Position with our customers. […]

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3 Tips for Selling to Executives

January 6, 2017  |  Published by in Sales Excellence
CEO

Selling at the executive level represents a double-edged sword: On one hand, getting an audience with C-level prospects is a […]

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Tips for Getting Prospects to Buy Faster

November 3, 2016  |  Published by in Sales Excellence
Easel Board with Yes, No, Maybe Purchase Decision

In a recent online article for HubSpot, 5 Powerful Ways to Get Prospects to Buy Faster, author Aja Frost shares […]

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Tips for Writing a Better Proposal

October 27, 2016  |  Published by in Sales Excellence
Excellent Sales Proposal

In last week’s issue of MFTM, we identified The Most Common Sales Proposal Mistakes. This week we share tips for […]

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