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Proposals That Wow Prospects
By Tom Sant
How To Stay In Control Of The Sale
By Steve Kraner
Stop Wasting Time On Prospects Who Won't Buy
By Alan Rigg
Staying Motivated In Challenging Times
By Dave Kahle
More Sales Intelligence
8 Sales Questions You Can't Live (And Sell) Without
By Jim Domanski
Disarming the Price-Squeezing Customer
By Paul Cherry
Persistence Without Stalking
By Kelley Robertson
Communicating a Price Increase
By Mark Hunter
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Commitment is a Two- Way Street
By: Craig James
From day one, asking for commitment from the buyer is drilled into salespeople. Unfortunately, too many of us interpret this as simply asking for the order. Thus we feel the only time to ask for commitment is during the close—when we ask for the ultimate commitment. A far more effective approach involves asking for commitments at various points in the sales cycle. Anyone who has ever experienced the "Things were going great, why won't he call me back?" syndrome will understand why.
First, a prospect's unwillingness to agree to even the smallest request sends up a serious red flag about his level of interest. Second, the more commitments your prospect makes and keeps, the more he has...
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Bonus Article: Repetition and Connections
By: Michael Dalton Johnson
Tell Them Three Times
Repetition makes reputation and reputation makes customers. —Elizabeth Arden
Effective advertising and prospecting letters rely on repetition. The use of repetition to get an idea across may be why we watch the same commercial on TV over and over.
I have a close friend who is a brilliant copywriter. He has worked for many national advertisers. His clients keep coming back for more. He tells me that his secret lies in repetition. I can understand the rationale for repeating an ad many times on TV, but in a prospecting letter? Sounds a bit strange, but he assures me that it works.
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