Posts tagged ‘value’

3 Simple Steps to Closing



Ryan Schutty covered cold calling – creating your list (remember to personalize) to overcoming objections (interrupt their pattern). I covered a method you can use in your first meeting – ICC: inquire, clarify and challenge. Now, it’s finally time to close the sale. We may not like the ABC…

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How to create your relationship plan: “Yesterday you were a prospect, today you’re a client!”



Over the past few years, I’ve heard the joke that ends with this punch line: “Yesterday you were a prospect, today you’re a client!” It resonates in the sales world because of the feeling some clients have once they sign on the dotted line. It’s a feeling of under appreciation and…

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