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Virden Thornton
Articles by this Author
Its difficult at best to reprimand a staff member for poor sales performance, but almost impossible to do it when the reason for a lack of sales is that the representative was servicing a large account. If wearing two hats (sales and service) is not critical to your organizations success, why set up an impossible management situation.
Opportunity is a noun, a favorable juncture of circumstances. When given an sales opportunity to meet with a prospective client, use this opportunity to build trust and rapport, and in so doing, you will find you can then make the right recommendations of your products and services.
Buzz words can sometimes aid a sales presentation, but often they tend to confuse a prospect, customer, client or co-worker. Anytime you make your listener (or reader) work hard mentally to understand your message, you run the risk that the person simply won't put forth the effort.
When giving sales presentations, remember, industry terminology and jargon kills sales!
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