Category Archives: Rainmaker Series- Becoming a Top Sales Professional

The Power Of A Testimonial Library

The Power of a Testimonial Library   You are surfing the clothing offerings of an online retailer. You know your size, but without a dressing room, how will you avoid a bad purchase? Most of us head straight to the reviews and what ‘people are saying’ section. In the age where the internet floods every […]

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Podcast 21 – Selling BOLDLY!

Selling BOLDLY! What do you think when you hear the word BOLD?  In sales, we like to think that we are indeed bold, since part of our work is to be proactive, forward thinkers with a persuasive message of value to share. In today’s podcast, you will meet Alex Goldfayn,  the author of two books, the […]

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Opening The Call!

Opening the Call! Opening a Call with a customer is an A.A.R.T.! This isn’t a typo, but a method for mastering a critical juncture in sales communications. One area where strong salespeople have the upper hand is in how they transition effectively from rapport building into discussing business. A.A.R.T. is an easy set of steps that […]

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The Power of Sending Agendas!

The Power of Sending Agendas! You arrive to your first appointment with a new client, well prepared and enthusiastic. Small talk is exchanged for a minute and suddenly the client stops, looks you straight in the eye, and demands, “So, what’cha got for me?” This scenario can throw any collected sales professional off his or […]

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Doing Research Prior to a Call – The Big Differentiator!

Doing Research Prior to a Call – The Big Differentiator! Imagine it is your first call to a potential customer and the first question you ask is: “Mr. Smith, please tell me about your business.” What message does that communicate to the potential customer? You won’t believe how many salespeople start their calls this way. […]

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