Selling
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The Sales Teaching Model and Personal Brand #APAutomation
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I have been writing a lot about the teaching model of selling. The biggest point of the teaching model is you have to be a trusted advisor to your prospective clients. In a way you need to be a skilled navigator to help you prospective clients purchase your product and service. Unintended Consequences From a…
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It’s Time To Treat People Like Humans When You Sell #APAutomation
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OK! – Raise your hand if you love role play? For those of you that don’t know what this is, you sit in a neutral environment and one person “pretends” to be a customer and the other a salesperson. The point is to simulate a selling situation so you can practice. I am not a…
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Why Do Psychics Ask So Many Questions? #APAutomation
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I was listening to a commercial about a psychic network and the person that got the reading she said was, “so dead on”. Then the commercial flashed to the reading and it was a psychic asking a bunch of questions. She said, “I feel there is something going on with a relationship” the person getting…
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The Teaching Model of Selling – #APAutomation
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There has been a lot of trends in the selling world. In the fifties IBM created the modern sales machine. Strong arm selling was part of our selling history as well as selling features and benefits. Then came solution selling. In solution selling the sales person asked enough question to where the client makes up…
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It Simply Sells Itself #APAutomation
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Continuing with my wanting to make Accounts Payable Automation salespeople better, I thought I would start this week’s article with a praise that bugs me to no end – “It Sells Itself”. It’s Code… “It sells itself” is code for “I would rather not work that hard”. I used to coach a rep that would tell…