Tag Archives: the Secret to Selling More

What are they really buying?

If you’ve heard me speak or read my book, The Secret To Selling More, you know that the core job of Marketing is to figure out What the customer is buying from your company they don’t believe they can buy … Continue reading

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Modern Sales Training

We don’t usually talk about other consulting or training firms in our posts unless it is positive. However, I have been spam emailed over the last several days by the local Sandler Training person pushing his latest sales 3-hour executive workshop … Continue reading

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Proof … and not just from me!

In my book, The Secret To Selling More, I stress the importance of knowing what customers can buy from your company they can’t buy elsewhere (or at least don’t think they can). I use examples of cars versus driving machines, … Continue reading

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Again with blaming sales

I got an email today for a sales seminar that started with a quote by Stephen Heiman, famous for Miller-Heiman Strategic Selling. While it was not one of their seminars, the quote was attributed to him. The quote: “Over 65% … Continue reading

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Your price is too high and other untruths

The September 29, 2008 issue of Fortune Magazine published the results of a Miller Heiman/Fortune survey of sales people. One of the questions they published the results for was the classic: “When I lose the deals the primary reason is:” … Continue reading

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