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sales training

Starting Point in Opportunities
opportunity qualification

Sales Tips: Where You Start Impacts the Outcome

By John Holland, Chief Content Officer, CustomerCentric Selling® The quality of a salesperson’s life in pursing opportunities is highly dependent on their starting point in...

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ducks in a row
sales process

Sales Tips: Wakeup Call for Sales – Today’s Realities and How to Adapt with Your Buyer

By John Holland, Chief Content Officer, CustomerCentric Selling® At the risk of sounding like my parents, selling seemed so simple 25 years ago. Sales was on its own island...

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best and final pricing
sales technique

Sales Tips: How to Respond to “Best and Final” Pricing Requests

By John Holland, Chief Content Officer, CustomerCentric Selling® How should sellers reply when they are not going to win a transaction but are asked for a “best and final”...

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Calling on Executives
sales tip

Sales Tips: Who Is Calling On Whom?

By John Holland, Chief Content Officer, CustomerCentric Selling® Geoffrey Moore has written several books on product life cycles and when different types of companies are...

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sales negotiation tips
negotiation

Sales Tips: Avoid Negotiating with Buyers Unless You’re “Column A”

By John Holland, Chief Content Officer, CustomerCentric Selling® A common ploy buyers use toward the end of buying cycles is having someone (often a non-Key Player) request a...

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head in the sand
competitive strategies

Sales Tips: Beware of Your Adversaries

By John Holland, Chief Content Officer, CustomerCentric Selling® Committee decisions are exponentially more difficult than single buyer transactions. They are longer buyer...

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When and Why Do a Demo?
sales demos

Sales Tips: Why Do a Demo?

By John Holland, Chief Content Officer, CustomerCentric Selling® With the advent of online conferencing, the cost of doing demonstrations is considerably less than it was...

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repeatable sales process
sales process

Sales Tips: 4 Components of a Repeatable Sales Process

By John Holland, Chief Content Officer, CustomerCentric Selling® Henry Ford is credited with creating production lines allowing cars to be built consistently regardless of the...

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Who Can Call It a Solution
sales tip

Sales Tips: 7 Problems with Using the Word “Solutions” with Buyers

By John Holland, Chief Content Officer, CustomerCentric Selling® Vendors and salespeople seem enamored with the word: “Solution.” In my mind the term is vague, usually misused...

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