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Tag: selling skills

The Less You Say…

March 26, 2021 pdonehue Leave a comment

In a recent MakingTheNumbers.com post, author Jack Falvey offered the following advice to sales professionals, “The less you say, the…

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Posted in: Closing the sale, communication skills, Listening, Selling skills Filed under: how to be a better listener, listening in sales, listening skills, probing skills, selling skills

Beyond Product Knowledge

February 19, 2021 pdonehue Leave a comment

Many say that “knowledge is power,” which may or may not be true in life; but it’s definitely true in…

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Posted in: Learning & Development, listening skills, Selling skills Filed under: how to be a better sales person, know your customer, selling skills

How to Make Your Value Prop Stronger!

July 10, 2020 pdonehue Leave a comment

T.M.I.? As we all know, the acronym stands for “too much information,” and is often used when someone over-shares things…

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Posted in: Presentation Skills, Selling skills, Selling Value Filed under: how to be more persuasive, how to present a stronger value proposition, persuasion, selling skills, selling value

Derailed by Details?

June 2, 2020 pdonehue 4 Comments

In a recent post published by makingthenumbers.com, author Jack Falvey suggests getting the business first, then dealing with the details.…

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Posted in: Sales Process Filed under: sales process, selling process, selling skills

The Academy Awards are Coming: Who will You Honor in Your Sales Presentations?

January 13, 2020 pdonehue Leave a comment

As you may know, on February 9th the 92nd Academy Awards ceremony, presented by the Academy of Motion Picture Arts…

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Posted in: Business Communication, communication skills, Presentation Skills Filed under: how to make more persuasive presentations, how tp, persuasion, persuasive communication, presentation skills, sales, selling skills

Harder Questions?

January 4, 2020 pdonehue Leave a comment

In a recent article published by SalesProCentral, Gretchen Gordon, founder of Braveheart Sales Performance writes, “The harder the questions, the…

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Posted in: Closing the sale, Sales Process, Selling skills Filed under: asking better questions, how to close more sales, probing skills, selling skills

The Key Business Development Activity

November 5, 2019 pdonehue Leave a comment

Business development is a process rather than a one-time event. It requires a long-term perspective and the key activity for…

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Posted in: Business Development Filed under: business development, business development process, follow-up, new business development, selling skills

Some Good Business Development Advice…

January 5, 2019 pdonehue Leave a comment

In a recent article posted on LinkedIn, Bill Paul, Director of Business Development for PC Construction for Northern NE, shared…

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Posted in: Business Development Filed under: business development, business development process, selling process, selling skills

Are Sales People Becoming Obsolete?

December 14, 2018 pdonehue Leave a comment

We’ve been told that back in the 1950’s there were those who believed that “salesmen” (that’s how they were referenced…

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Posted in: Selling skills Filed under: are sales people becoming obsolete, how to be a better sale person, selling skills, selling versus order-taking

Three Good Questions About A Sales Team’s Effectiveness

September 25, 2018 pdonehue Leave a comment

In a recent article posted on LinkedIn, Customer Service Expert Karan Chawla shares some good insights and raises some thought-provoking…

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Posted in: Sales Management, Selling skills Filed under: sales management, selling fundamentals, selling skills, the basics of sales, the basics of selling

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