Layoffs

The Truth Behind Linear Selling : Why It Can Make Prospects Run The Other Way

Rather than asking prospects overtly what their decision making process is, use softer language that they can understand from their perspective. Don't probe or "fish" for prospects' "pain" as part of your sales process. Prospects have learned through long experience that the appearance of caring is usually a verbal ploy designed to move the sale forward according to the salesperson's agenda.

Process Change? Think ISO 9000!

In their haste to implement changes, a few businesses fail to consider ISO 9000. They think that it is a technical standard to be reckoned with and that only certain industries must comply. But for the knowledgeable, the Switzerland-based International Standards Organization must occupy a distinguished place in company policy and strategy, especially when those strategies involve process changes.
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