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Tag: 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

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

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

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

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

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

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

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

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