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P William Clarke is featured in many famous publications including Creative Selling® and Builder Architect®. Each month Clarke thrills readers with his insight and motivating tips. Read below for a taste of Clarkes' feature articles.
What's Behind the Excuse
Have you ever gone through the process, asked the questions, and presented your solution only to have the prospect give you a reason why they can’t buy today. For example: “I need to talk to my spouse” I’d like to think it over a bit”, “I’ll get back to you in a few days,” “I’d like to run this by my staff.” Any of these sound familiar?
Even a Complex Problem can have a Simple Solution
I just like the high level of effective activity as opposed to the high level of ineffective activity. The days of stopping by a customer to visit or "touch base: are over...
Blame It On the Industry
People are creatures of habit. My research suggests people who are happy with their current suppliers or retailers are really not sure what they are happy with at all...
Thirty Seconds that Count
There’s a lot more going on during the first 30 seconds of any buyer-seller exchange than you may realize. Sure, there are a lot of words and formalities, but did you ever stop to ask yourself what’s really going on?
Who Will Pay the Heavy Price?
Lead generation is a costly endeavor for any business. Get in front of a mirror and make sure you don’t look like this estimator. Greet every shopper or prospect.
Hiding Behind a Title
Nothing in out Economy happens until something is sold. A dear friend of mine used to sat "Sales people are the people that grease the gears that turn the wheels of progress"
The Exception or the Rule?
If you separate yourself from the others it may be all they need to justify a decision. By being different, you make it easy for them to eliminate the others with you being the last man standing.
Add a Little Patience
Imagine yourself crossing a beautiful field of flowers with an objective of reaching the seashore off in the distance. If you keep your eyes focused on the seashore you eventually will get there but you'll miss a lot of the scenery along the way.
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