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Seller Beware

Seller Beware

In the pre-Internet days people used to say, “Buyer Beware.” Companies were in control. They set the price. They educated the buyers. They negotiated from a position of power. That’s not the case anymore. The tables have turned. It’s “Seller Beware.”

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Feed The Buyers’ Information Needs

Feed The Buyers’ Information Needs

When your clients are looking for information about your products, give them everything! Internet research is a common step in any major purchase, and your clients research to help them get informed and mitigate their buying risks.

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The #1 Sales Obstacle: INACTION

The #1 Sales Obstacle: INACTION

The number one obstacle in every sales cycle is inaction. Often it’s easier for customers to delay or cancel a project than commit to it.

Inaction is a common element in the buying process, and sales people must be aware of it and manage it. Otherwise, sales will be needlessly lost.

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