Verbal agility

Salespeople need to have verbal flexibility. What does that mean? First of all, they need to be able to adapt to the customer's communication style. One customer wants to know all the details, another the big picture. There are various...

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Can't meet with customers now? Read these 10 tips!

In these harsh Corona times, many people sit at home. Face to face meetings with customers is not a good idea at this moment. But what CAN you do as a salesperson? This is the moment to do the things that you normally don’t have the time for...

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What to do if there is a huge gap?

The sales challenge of March 2020 was a situation, where a price gap of 40% existed between your offer and the competitor’s offer. The question was: What would you do? Markymark, a participant from the UK, submitted the winning solution ...

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How do you write winning quotations?

The other day I saw a quotation that was written by ons of the participants of my sales training course, and I was shocked. It was only an enumeration of part numbers, specifications and prices. Not the kind of document that gives you a warm feeling ...

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