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Posted on: Wednesday, Feb 1, 2017 by James
“You Differentiate Yourself by HOW you sell not what you sell. You
build Credibility with the questions that you ASK, and you build Trust by
following through on what you SAY.”
- James Kernan -
Do you struggle qualifying and closing deals? It may be due to how your sales people
are spending their time. It is important to know the difference between suspects
Know that everyone will not be a prospect. Suspects need to be hit by Marketing first.
Prospects then need to be hit by Sales. Prospects are Marketing qualified suspects or leads.
That is how they are differentiated. Sales should only sell to Prospects.
Being able to tell the difference will save you a lot of sales time. You do this
by understanding who your ideal client is. Create a profile for size, industry type,
personalities and services needed. You will begin to see a pattern of the types
of clients that fit your profile.
And remember, you Differentiate Yourself by HOW you sell not what you sell.
You build credibility with the questions that you ask, and you build trust by
following through on what you say.
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