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Who Defines The Next Step In The Sales Process
Who Defines The Next Step In The Sales Process By Dan Caramanico This article could be just one sentence – “Always know the next step in the sales process”. If you do always know the next step in the...
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WHEN SHOULD YOU DISCUSS MONEY ON A SALES CALL?
WHEN SHOULD YOU DISCUSS MONEY ON A SALES CALL? By Dan Caramanico This is always a touchy subject and there is always pushback when I suggest what you should do. In this article I will give you the...
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Relax
Relax By Dan Caramanico Have you ever over-prepared for a sales call? When you do you tend to over-think everything. You go into the call worrying about what you will say. You worry about what the...
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Are You Attacking Your Prospects?
Are You Attacking Your Prospect? By Dan Caramanico Have you ever been in a conversation with a prospect when all of a sudden (or so it seems) they get defensive? Have you ever been cruising right...
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Prepare Your Mindset Before The Sales Call
Prepare Your Mindset Before The Sales Call By Dan Caramanico Beliefs are more important to sales success than sales techniques or sales processes. Everyone knows that if you don’t believe in your...
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Get Rejected – It’s Good For Sales
Get Rejected – It’s Good For Sales By Dan Caramanico Fear of rejection is one of the most common weaknesses among salespeople and it is a major reason people give for avoiding the selling...
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Salesperson Time Waster #1 – Following up
Salesperson Time Waster #1 – Following up By Dan Caramanico Ninety five percent of time salespeople spend following up is a colossal waste of time. I know, I know!! Many of you reading this article...
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CLOSING SALES IS LIKE HITTING A MOVING TARGET
CLOSING SALES IS LIKE HITTING A MOVING TARGET By Dan Caramanico Salespeople often make the mistake of assuming that the world of the prospect is static and that nothing happens in the life of the...
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Keeping Your Sales Priorities Straight
Keeping Your Sales Priorities Straight By Dan Caramanico Keeping your sales priorities straight is both simple and difficult. It should be obvious what we spend our time on but it must be difficult...
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Optimal Selling – A Compelling Business Resource
Optimal Selling - A Compelling Business Resource The “Make-The-Sale” series, by Dan Caramanico and Marie Maguire, is an outstanding way for salespeople to learn what the difference is between...
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