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BLOG ROUNDUP FROM THE SELLING POWER BLOG Three Steps to Gain a Competitive Edge in Sales


I recently made a visit to the orthopedic surgeon to check in on a shoulder issue. I didn’t walk in the door wanting to sign up for surgery. After spending a bit of time in the waiting room, I was led back to another part of the


LANCE TYSON PRESIDENT & CEO TYSON GROUP


office, where a nurse practitioner asked me a number of questions about my health; took notes on my weight, temperature, and blood pressure; and interviewed me about my health history. They gathered lots of information about me in order to help the doctor accurately evaluate my condition.


And, all the while, I was evaluating them, too – on the thoroughness of their process. Read More >


FROM THE SALES LEADERSHIP BLOG


Mindset Training: Crush It with Emotional Selling As they say, looks can be deceiving.


JAMIE CROSBY CEO & FOUNDER PROACTIVATE


As it turns out, actions may be a little suspect, too – at least when it comes to buy- ing and selling. Let’s pretend, for a moment, that you bought a doughnut on your way to work this morning. Why did you choose that particular doughnut shop? It could be that you were in a hurry, hungry, and it was on your way. It could also be that you are a regular and have a habit of buying your breakfast items there. But why did you choose that place or that doughnut? It may have more to do with emotions than you might think. Read More >


FROM THE SELLING POWER BLOG The New Skills You Need to Win in Selling


TRACEY WIK PRESIDENT GROWTHPLAY SALES TALENT MANAGEMENT PRACTICE


Customers have high expectations. If you want them to buy from you, you need to manage the relationship, understand their business (including their markets and customers), and provide value beyond the features and benefits of your offering. In short, today’s customers want salespeople to be trusted advisors. With all that in mind, do most salespeople take the right approach when trying to win deals? The best approach to win the sale will require far more than offering the prospect a discount or selling solutions. Let’s examine three potential approaches sales pro- fessionals can take with prospects. Read More >


SELLING POWER JULY 2019 | 11 © 2019 SELLING POWER. CALL 1-800-752-7355 FOR REPRINT PERMISSION.


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