7 “Sorry to Bother You” Alternatives Every Salesperson Needs

When you’ve been in sales a while, it’s easy to develop bad habits. You pick them up from other reps or take a shortcut during an especially busy week and, all of the sudden, you’ve added some skills to your...
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100 Sales Probing Questions to Truly Understand Your Prospects’ Pain [Infographic]

Probing questions ask for more detail on a particular matter. They’re often follow-up questions like, “Could you tell me more about that?” or “Please explain what you mean.” Probing questions are meant to clarify a point or help you understand...
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10 Habits of Highly Effective Closers

If you asked most people what activity they associated most with sales, I’d guess that many of them would respond the same way: Closing. And it’d be no surprise. For one thing, it’s the most visible part of the sales...
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The Sales Closing Technique That Gets Prospects to Overcome Their Own Objections

I’m not a big fan of closing early and often. I prefer to close once I know a prospect is already sold. I try to avoid signaling to prospects that I’m there to sell something. Instead, I strive to portray...
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5 More Great Habits to Grow Your Business

A while back, I discussed some Great Habits to Grow Your Business. That was along with a discussion about Hoboken, New Jersey, people watching, Frank Sinatra, stopping at red lights, sunshiny days, the New York City skyline, and a pack...
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6 Sales Closing Techniques and Why They Work

Closing is a make-or-break moment in sales. Choosing the right phrases to seal a sales deal is crucial. And this moment is likely the final verdict determining whether or not your efforts will amount to anything at all. More...
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How to Write a Sales Email People Want To Respond To

There’s a single purpose behind every sales email, whether it’s a prospecting email, follow-up email, or a breakup email: Get a response. More...
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9 Ways to End Your Sales Presentation With a Bang

A brilliant presentation is worth nothing if you don’t bring it home with a powerful close. Most sales presentations end with a whimper, rather than a bang and your prospect’s interest and enthusiasm starts to fade. Either the salesperson runs...
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