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Gain The Buyer’s Commitment At Each Step In Your Sales Process

Mark HolmesOctober 15, 2019Gaining Commitment, Sales strategy, Selling value

Imagine this picture in your mind. Imagine your buyer having a running mental grade card during a sales meeting. Forming their impressions and their likes or dislikes based primarily on the way you sell to them including aspects such as your approach, confidence, words, your … Read More

How To Be A Pro At Asking Discovery Questions

Mark HolmesAugust 16, 2017Sales strategy, Selling value, Value Proposition

*Read time: 2-3 minutes The top-producing salespeople master discovery questions. When you are effective at discovering a buyer’s value drivers and any unrealized needs, it benefits you at all stages of the sales cycle. Being good at discovery requires the 3 C’s: curiosity, concentration, and … Read More

How to Sell Any C-Suite Executive In Any Industry, Anywhere

Mark HolmesJuly 12, 2017Sales strategy, Selling value, Strategic Accounts

Reading time: 2 ½ minutes More executives today are involving themselves in the purchase process of long-cycle, large, or complex sales. Some sellers are unnerved by this development because selling to top executives isn’t something they are trained to do. There is definitely a knack … Read More

How to Be Strategic With Your Questions

Mark HolmesJune 21, 2017Sales strategy, Sales training, Selling value

*read time 2 minutes If you Google the word strategic, one definition places it in the context of selling, best: Relating to the identification of overall aims and interests and the means of achieving them. The overall aim is to land sales. Strategic questions (the … Read More

The 49 Commodity Crushing Differentiators of Value

Mark HolmesApril 11, 2017Sales strategy, Selling value, Value Proposition

Commodity Crushing Differentiators of Value

You want to make more sales. You want to communicate your value in a compelling way. You want to differentiate the advantages of your product or services to close sales. But, you fear justifying your value effectively to decision makers. You’re not 100% confident in … Read More

Recent Posts

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  • What Your Customer Wants Most
  • How to Persuade A Millennial to Buy Your Product or Services
  • Winning The Hearts and Minds of Your Decision Maker
  • Gain The Buyer’s Commitment At Each Step In Your Sales Process

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  • What Does It Mean To Be A Professional Salesperson?
  • What Your Customer Wants Most
  • How to Persuade A Millennial to Buy Your Product or Services
  • Winning The Hearts and Minds of Your Decision Maker
  • Gain The Buyer’s Commitment At Each Step In Your Sales Process

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