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Blog. How to Overcome Common Objections and Accelerate Your Sales Cycle. One of the most common phrases in any sales process is “Let me think about it.” Many salespeople interpret this response as rejection. In most cases, however, it does not mean “no”; the customer still lacks the information, the [...]
5 common mistakes blocking your sales process (and how to avoid them) Most salespeople know their product, but few master communication. In an environment where customers seek trust before price, how you communicate can determine whether you close or lose a sale. A successful sales process does not [...]
Sales as a Success Factor. Where do leads and prospects come from? Sales as a Success Factor. Sales are the process by which a company or individual offers a product or service to a potential customer for financial compensation. Simply put, sales are the act of [...]
Over the last 10 days, after a long break, I had to pack again and travel for several days. The year's final months are extremely busy for us, with every hand at JST&C working at a frantic pace. For yours truly, your friend, this [...]
The other day, we were in Monterrey, the “Sultana of the North,” visiting one of our dear clients and friends. We were talking specifically about the sales team, the number of “prospects” they generated and their difficulty closing sales. They told us that some of the indicators for [...]
