overcoming objections
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Companies Surprised by Unexpected Remote Selling Challenges
- April 9, 2020
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Forget Consultative Selling, Value Selling and Sales Process – the things I talk about most often. The inability to sell that way is nothing – and I mean nothing compared with what I’m going to explain today!
For most salespeople
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Are Salespeople Still Using the Hard Sell?
- March 27, 2019
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…When you hear a phrase like the hard sell, do you instantly think of car salespeople? Insurance? Replacement windows? No offense intended to those of you in one of those three industries!
While someone’s reference to a hard sell
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Case History – Another Pitiful Sales Cold Call Exposed
- March 2, 2015
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
