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Knowledge of Personality Helps to Manage Conflict
“Shorten your sales cycle & increase your win rate through competitive excellence” Editor’s note: Stu Schlackman is a frequent contributor to this blog What causes conflict? Interactions with...
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Golden Rule of Negotiation, Part I
Robert Menard, Certified Purchasing Professional, Certified Professional Purchasing Consultant Editor’s note: this is Part I of a two part series. Part I identifies the Golden Rule of Negotiation...
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Helping Sales Understand Customer Buying Decisions, Part I
"Shorten your sales cycle & increase your win rate through competitive excellence" Editor’s note: Stu Schlackman is a frequent contributor to this blog. In Part I of a four part series, Stu...
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Helping Sales Understand Customer Buying Decisions, Part II
"Shorten your sales cycle & increase your win rate through competitive excellence" Editor’s note: Stu Schlackman is a frequent contributor to this blog. In Part I of a four part series, Stu reveals...
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Anticipating and Handling Customer Objections
Editor’s note: Stu Schlackman is a frequent contributor to this blog "Shorten your sales cycle & increase your win rate through competitive excellence" We sales pros misunderstand customer...
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Factual and Emotional Objections
"Shorten your sales cycle & increase your win rate through competitive excellence" Editor’s note: Stu Schlackman is a frequent contributor to this blog. Factual objections must be managed. Facts...
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