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Tuesday, November 13, 2018

Advice

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Find out client goals, then make the sale

Forget what you’ve been told or read about discovering your prospects’ “needs” as the key to sales success. In business-to-business sales, focusing on goals...
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How good is your credit?

Dear Dan: A supplier I want to use isn’t offering their best terms because they couldn’t find a credit report on our business. We’re...
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Finding capital sources to suit your needs

This is the first of a three-part series designed to educate business owners on sources of capital for fast-growth businesses.Growing businesses are...

The price is … er … do I really have to...

The price of whatever you sell carries with it a discomfort for most salespeople. They’re hesitant to bring up price because it’s the final...
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Success is in your own hands

The beginning of the school year is one of my favorite times. Though it’s been a while since I was sitting behind a desk...

New kid on the block needs to reach customers

I get a ton of emails asking to solve sales dilemmas. Here are a few that may relate to your job, your life, but...

New forms of video monitoring

Dear Dan: As our business has expanded to several locations, it’s gotten harder to keep an eye on things. Surveillance cameras would help for...
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‘Reverse’ plan can be way to independence

While there are many elderly homeowners using reverse mortgages to help shore up their financial positions, the growth in this relatively new tool is...
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Make your customers No. 1, they’ll make you No. 1

All across the country, school kids will soon be writing essays about “What I Did on My Summer Vacation.” I’m willing to bet that...

Fancy talk won’t sell; it just turns clients off

How does your prospect perceive your words? New? Engaging? Valuable? Exciting? Compelling? Or are they boring clichés that have your prospect mentally yawning and turned...
- Featured Event -

Latest News

A summit on the topics of diversity and inclusion will be held at the start of the awards program. Attendees will learn from experts during a discussion of best practices. For details, including the list of winners, panelists and ticket information, click below.

Wednesday December 5, 2018

Crowne Plaza, Warwick
8am–11am