Category Archives: closing

Stick or Twist?

Anyone who has a deck of cards has at some time or other played Twist (also known as 21).  In the game you are dealt two cards, add their totals and decide to ‘stick’ with what you’ve got or to … Continue reading

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How Too Much Product Knowledge Can Cost You Sales

I was asked to help a salesperson who was struggling to meet his targets; I’ll call him Terry. In investigating him, I could see that his activity levels were good, the mix of new business prospecting and existing customer development … Continue reading

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