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Peak Performance Management, Inc. | Pittsburgh, PA
 

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John Rosso

Many sales people don’t believe that their industry allows for referrals. This myth typically happens because people expect referrals to fall in their lap. When referrals don’t come in, they assume that referrals are just not possible in their business. The fact is that there are very few industries where referrals just happen. The rest of us have to work at them.

Key accounts are commonly identified as unique long-term strategic connections, which offer the most substantial return on investment and overall success, but how do you sell into them?

As salespeople, we're leaving 60% of possible referrals and introductions on the table. It's the 20-60-20 rule.

Do you know how to set meaningful expectations when you're presenting or selling to a group or committee; especially when you're not the one in the lead to win the deal?

"Prospect The Sandler Way" was named one of the best books of all time by BookAuthority!

One of the most essential steps required to qualify or disqualify an opportunity is to figure out if a prospect is willing and able to make any investments to move forward.

How do you build a business case as you go through the process of uncovering the clients’ needs and wants? First, you should quantify “pain” and its impact.

As a salesperson, it is inevitable that you have been actively working a sales opportunity where there are multiple competitors.

As a sales person, it may be common to find yourself at the end of your presentation hearing things like, “I’m going to end up using my current supplier” or “We decided to go with the lowest price.”

It’s important in sales to deal with stalls and objections. If people give you a “think it over” response, often the only one who would be thinking it over is you. How do we take that common response and get more information from prospects?