Blog

The Competitive Analysis: Why Should the Prospect Buy from You?

Part of a company’s competence is understanding what makes its product or service unique. In other words, why should a prospect buy from you as opposed to the competition? That question would be addressed through a competitive analysis. As a side note before we get...

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The Prospect Must Trust You Before They Ever Meet You

Sales competence, believe it or not, must start with marketing. Information Overload One fact that I think is missed by some marketing and salespeople today is that prospects don’t go online to be sold—they go there simply to find information. Because plentiful...

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Competence Means Completing Sales and Marketing Processes

A central part of competence is the completion of each of your marketing and sales processes. When any step of either of these processes is not completed, the next step, to some degree, is wasted effort in trying to make up for that last step which is incomplete. The...

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The Neurotic Sales Process is Silently Killing Your Bottom Line

Our topic for the newsletter and blogs this month is competence, the 6th “C” of the SELLability 8 C’s of selling. In this article, we’re going to discuss how not to be a neurotic salesperson! We’ve all been there. The end of the sales period—month, quarter, or even...

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Company Competence Begins with Internal Trust

One factor of competence is the creation and increase of buyer trust. But guess what? That trust must begin internally—within the company. It has been said by philosophers through the ages that if you don’t trust yourself, others will not trust you, either. The same...

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Are you operating at risk?

Dear CEO, Are you operating at risk? This month’s newsletter topic, as well as the topic for all our blogs this month, is competence. It means that your sales team, your marketing team and all the rest of your team are doing their jobs efficiently and well. This is a...

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Sales CPR- A Case for Competence

This story is one we hear over and over in our SALES CPR Clinics. Salespeople hate objections or shall we say resist them. When you talk with someone and they are in strong disagreement with you, can you feel it? Even if they do not express the disagreement, you can...

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Approach and speak with an appropriate emotion.

There are several facets to confidence, which we are covering in this month’s newsletter and blog posts, and which are fully covered in SELLability training. One component of confidence is being able to look at a person, talk to them a little bit, and be able to make...

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