Guest Post: A Toolbox for the Shortened Call by Umar Gill of Rewiring Business

Anyone who has been involved in a sale will have experienced a buyer who has run a little later than anticipated therefore cutting down the time you have to actually sell. So in this instance it is good to be armed with a short call toolbox to deliver quick messages that will capture the buyer…

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Qualified Exceptions

Generally speaking, you should never move forward with a prospect until you qualify them. However, no generalization is ever right all of the time, including this one. In my blog, book, sales practice, consulting practice, sales training sessions, etc., etc., etc., I come down pretty hard on the foolishness of moving into needs analysis, proposal…

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Running out of connections

One of the objections that I face in my work as a sales consultant here in Hungary is very different from what I am used to in my home country of America.  Hungary, and the CEE region in general, seems to be more connections driven than the USA, where I got my start in professional…

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Salespeople versus sales process

I am a somewhat (and increasingly) active member on LinkedIn. I recently saw a profile there for a person who is in a similar line of work as mine – working with sales organizations to improve effectiveness, one way or the other. His way struck me as a hard way to get from point A…

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Sales as Art Versus Science

Jerry McLaughlin is a very good friend of mine, and a person who’s thinking I respect greatly. He is also the CEO of Branders.com, and the author of the forward of my first book, Mastering Your Sales Process. In spite of all of that, Jerry and I do have a fundamental disagreement about sales. Jerry…

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