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Improving Sales Negotiation Skills in a Customer-centric Sales Process

Sales experts agree that the better way of acquiring business is to employ customer centricity in your sales process. Organizations adopting this principle involve all key areas of the business so that all stages of business acquisition, including systems and product offers, remain focused on the customer’s needs and expectations.  Sales negotiation, a key stage …

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Effective Listening in Sales

Build relationships and increase sales with Effective Listening Most people would want to enroll in a speaking course toimprove their presentation, public speaking or impromptu speaking skills. But did you know that less than 2% of people actually have a formal education in listening?  Listening is a crucial part of an overall communicationprocess and most specially, …

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Logic Vs Emotion in Selling

“Logic makes people think, and emotions make people act.” –Zig Ziglar Buying decisions are based on 20% logic and 80% emotion.This is true for both B2C and B2B buying perspective. Why? Because end consumers and corporate purchasers are all humans. Tapping into a person’s logic and emotion in selling is a powerful combination in the …

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Perspective in Selling

Why is Understanding Perspective in Selling important? The buying process that our customers are going through these days have changed. The boom of many innovations in product/ service development, presentation of information and business processes and structures made purchasing far more complex and challenging. Understanding the customers business environment is the primary step to understanding …

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