Mark Hunter's Article in Sales
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505
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The Best Information Comes From Short Questions
If you want to actually learn something about the customer's needs, you will get there quicker by asking short questions... allow the customer to do all the talking and they'll tell you their goals and will reveal a level of information you need, to determine how to best serve them.
Posted on Apr-02-2011
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856
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Are You Giving Away Your Profit?
Protect your profit. Protect your sales motivation. Both are too valuable to toss aside, all in the name of making a sale.
Posted on Feb-25-2011
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758
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Your Customer's PIR: Price Investment Ratio
If your customer can't see the return on investment, they won't invest - they won't pay the price you want to get... help frame their expectations...
Posted on Feb-25-2011
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