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Man making cold calls
Blog

Approaching new customers: how?

Making the first contact with prospects is something a lot of salespeople don't like to do. They are afraid of rejection. But getting new business is essential for companies. Because existing customers might go bankrupt. Or they might be acquired by other companies with different products and strategies. Or your favourite contact might leave. Or your competitor gets a foot in the door.

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Blog

What exchange money do you carry with you when negotiating?

As a salesperson, you can’t escape a negotiation every now and then. You might say “why should I negotiate when I’ve had a great conversation, offered the right product or service and charge a realistic price?” Of course, you are absolutely right. Entering a negotiation means...

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Reken af met uitstelgedrag
Blog

Deal with procrastination in sales

Procrastination-behaviour sometimes drives you crazy. Suppose you have had an excellent conversation with a potential customer. You know exactly what they need and your proposal fits in perfectly with this. You have explained which features and benefits your product or service has and they agree with that. You have heard “Yes” a number of times. And yet, your potential customer does not want to make a decision now. There may be...

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