POWERFUL SALES PERFORMANCE
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SALES TRAINING - KNOWLEDGE BANK
The Definite Maybe - handling hesitancy
Sunday, 13 Sep 2009A new ‘cut out and keep’ series of quick reference tips for tricky sales situations. Beginning with “The Definite Maybe” – or how to handle hesitancy.
Click here to view the Mercuri white paper/ article on The Definite Maybe - handling hesitancy
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Compelling Selling
Sunday, 13 Sep 2009Sales go best when prospects have a compelling reason to buy. SellWell’s trademark practical, no-nonsense analysis will help you find that reason. Press those prospect hot buttons with this handy guide.
Click here to view the Mercuri white paper/ article on Compelling Selling
Handsitting – tackling prospect inaction (or how to get them moving…)
Sunday, 13 Sep 2009The second in our ‘cut out and keep’ series of quick reference tips for tricky sales situations. This time we tackle the problem of prospect inaction, also known as “sitting on hands syndrome”. Get them moving with SellWell’s Top Tips.
Click here to view the Mercuri white paper/ article on Handsitting – tackling prospect inaction
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Handling Price Challenges
Sunday, 13 Sep 2009Pricing has moved up the buyer’s business agenda. Handling price challenges - the third in our cut out and keep series of quick reference tips for tricky sales situations – will help you do business without “paying the price".
Click here to view the Mercuri white paper/ article on Handling Price Challenges
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Key Account Planning
Sunday, 13 Sep 2009The components of a robust Account Plan are discussed by Richard Higham and Andrew Rathbone.
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Measurement in Relationship Management
Sunday, 13 Sep 2009Richard Higham is challenged by Andrew Rathbone to explain the role of measurement in Relationship Management.
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Cross Selling
Sunday, 13 Sep 2009Andrew Rathbone interviews Richard Higham about the challenges of cross selling within Relationship Management.
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Virtual Teams
Sunday, 13 Sep 2009Andrew Rathbone interviews Richard Higham about the role of virtual teams in the effective management of customer relationships.
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Power Dynamics
Sunday, 13 Sep 2009Richard Higham uses a historical perspective to encourage Relationship Managers to believe that they have more power than they think!
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Price and Negotiation
Sunday, 13 Sep 2009Richard Higham is quizzed by Andrew Rathbone about the thorny issue of managing price within important relationships.
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