Posts Tagged ‘sales reps’

How to Sell Your Way Out of a Tougher Economy

So how’s business? Whether you sell equipment…materials…supplies…or services…I’m guessing your answer isn’t that positive right now. Some business areas are doing really well…but most have spent the last year struggling for every sale…fighting off aggressive cost-cutting competitors as you all chased after fewer buyers. I’m Jim Pancero. and I’ve been consulting and training sales teams…

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Are You Selling to Their FUD Factor?

“FUD Factor” is an old selling term that stands for Fear, Uncertainty, and Doubt. The idea as a sales person is to focus on a buyer’s fears, uncertainty and doubts in trying something new or in taking no action or in doing business with your competitors. A foundation of all buying is the opposite balance,…

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