News & Events

6 Surprising Reasons This "Impatient And Difficult" Buyer Thinks Your Sales Approach Sucks

I'm willing to bet you don’t often have sales calls where the buyer tells you exactly how to close the deal, especially if they're “impatient, difficult and demanding” like this one says he is.

You’re probably thinking, “Aren’t all prospects impatient, difficult and demanding?”

Sure … if that makes you feel better. But how many of them take the time to tell you how to close them? None, right?

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Salespeople, Here's What Happens When You Lie in Your Prospecting Emails

I recently received a prospecting email from a LinkedIn connection. We are mutually connected by acquaintances from my days on Wall Street as an equities trader.

He started off by saving, "Hi Dave," so I hoped the rest of the email would be personalized too. It wasn't. His greeting was followed by a form letter that he probably thought was targeted to his niche, but was so generic it obviously had gone out to everyone on his contact list.

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The 6 Types of Presentation Styles: Which Category Do You Fall Into?

There's a considerable amount of conflicting advice floating around the internet regarding how to give the "perfect" presentation:

• Use a visual aid.
• Don't use a visual aid.
• Speak loudly so everyone can hear you.
• Speak softly, so people have to lean in and really pay attention.
• Start off with a story / quote / statistic / question.

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