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Category: Selling skills

I Keep Six Honest Serving Men…

December 2, 2021 pdonehue

You may be familiar with Rudyard Kipling’s poem “I Keep Six Honest Serving Men,” which begins as follows: I keep…

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Posted in: need assessment, Selling skills Filed under: alan macnaughton, how to assess a buyer's needs, how to assess customer needs, how to assess needs, how to assess needs in sales, selling skills

Is This the Secret to Sales Success?

May 14, 2021 pdonehue

During a recent conversation about selling, a small group of sales professionals debated which of the required skills was most…

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Posted in: Selling skills Filed under: how to make the best sales calls, sales, sales skills, secret to sales success, selling skills

The Less You Say…

March 26, 2021 pdonehue

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

How to Influence Decisions

March 15, 2021 pdonehue

You may be familiar with a story about baseball legend Ted Williams, who is still considered by many to have…

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Posted in: Selling skills, Selling Value, Uncategorized, understanding customer needs Filed under: decision-making, how to be a better sales person, how to influence decisions, impacting buyers, impacting decisions, influence decisions

Beyond Product Knowledge

February 19, 2021 pdonehue

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

Emotional Intelligence, Leadership & Sales

October 29, 2020 pdonehue

Successful Sales Managers/Leaders and Sales Professionals share many traits, one of which is Emotional Intelligence (EQ). As you may know,…

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Posted in: Emotional Intelligence, Sales Management, Selling skills Filed under: emotional intelligence, eq, eq and leadership, eq in leaders, eq in sales, leadership

How to Make Your Value Prop Stronger!

July 10, 2020 pdonehue

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

Harder Questions?

January 4, 2020 pdonehue

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

Common Courtesy Isn’t Very Common: Can We Standout?

September 23, 2019 pdonehue

In one of his daily sales tips, author Jack Falvey, founder of “MakingTheNumbers.com,” wrote “Common courtesy isn’t very common.” Falvey…

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Posted in: customer experience, Selling skills Filed under: G.L.U.E., how to differentiate, how to standout, lagniappe

Terrible Too’s

August 25, 2019 pdonehue

It’s a simple fact – too many sales people talk too much and listen too little. While it may come…

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Posted in: Business Communication, Listening, Selling skills Filed under: customer experience, cx, how to conduct better sales calls, how to sell more effectively, listening skills

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