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How Proactive Listeners Sell More, Coach Better and Win Big – Part One

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How Proactive Listeners Sell More, Coach Better and Win Big – Part OneAccountability, closing the sale, coaching for managers, coaching salespeople, cold calling, Communication, Leadership, management articles, Prospecting, Cold Calling and Networking, Sales Management, Sales Training

by Keith Rosen on July 8, 2017 with 2 comments

Authentic, clear, collaborative communication is the conduit to greater success. Yet, if we know listening improves relationships, trust and results, then why are most problems and breakdowns attributed to poor, ineffective listening? Here’s how proactive listening can accelerate success and just maybe, even solve world peace. Except from one of Keith’s future books and his …

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Your Assumptions (not the Objections) Are Killing Your Sales

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Your Assumptions (not the Objections) Are Killing Your Salesclosing the sale

by Keith Rosen on March 25, 2009 with 0 comment

It’s our assumptions around the sales process that often sabotage our selling efforts right from the start. Try this next time you get a price objection. “Your price is too high” can mean several different things depending upon who is sharing this perceived objection with you, certainly something different to each customer, depending on their …

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The I.G.O.  3-Step Permission Based Closing Process

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The I.G.O. 3-Step Permission Based Closing Processclosing the sale, sales tips

by Keith Rosen on October 4, 2008 with 0 comment

Rather than react to an objection with a statement that creates an adversarial posture between you and the prospect (Example: defending your position, service, or product) respond to the objections you hear with a question using the three step I.G.O. Permission Based Selling™ process to defuse them. Here’s how. Remember, after gathering the information during …

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If No One Likes to be Sold, Enroll Instead

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If No One Likes to be Sold, Enroll Insteadclosing the sale, sales tips

by Keith Rosen on September 25, 2008 with 0 comment

When presenting to a prospect, there’s a big difference between convincing and enrolling. Especially after identifying specific problems within the organization. Imagine you are at the point in a sale where you’re going to share the solution and enroll them in the solution and more so, taking action and making a change. Convincing/Selling: Changing someone’s …

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How to Boost Your Close Ratios

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How to Boost Your Close Ratiosclosing the sale

by Keith Rosen on February 28, 2008 with 0 comment

Recently I was asked what companies can do to ‘boost their close ratios’ in a specialty retail market. See if my answer applies to your market as well. Their Question: What techniques have you seen work in terms of boosting close ratios within the retail market? Are there any action steps that retail owners need …

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What’s Blocking Your Sales Mojo?

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What’s Blocking Your Sales Mojo?Insights in Business

by Keith Rosen on November 28, 2006 with 2 comments

Your sales mojo is the energy you show up with during every meeting with a prospect. Developing your mojo goes beyond the basics of learning selling strategies. Your sales mojo encapsulates the inner game of selling, which is who you are and how you come across when speaking with others. It’s that allure, charisma, or vibe …

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Master the Basics

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Master the BasicsInsights in Business

by Keith Rosen on November 20, 2006 with 0 comment

A client I had worked with about a year ago recently emailed me, requesting some time to talk. When we finally got on the phone together, it was apparent why. Miki was a seasoned executive recruiter. She hired me initially because her sales were down and thought a coach might be able to give her …

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