Christian Smith, VP Sales, eProject
I was skeptical about Patrick’s books and trainings (honestly, they sounded too good to be true). Not anymore. They far exceeded our expectations. The post Christian Smith, VP Sales, eProject appeared...
View ArticleBill Schjelderup, President, Companion Corporation
In a word, brilliant. The most effective approach I’ve seen in 30 years of corporate experience. The post Bill Schjelderup, President, Companion Corporation appeared first on Patrick Henry International.
View ArticleDave Davis, Vice President, Management Recruiters, SLC
Entertaining, engaging, useful, and relevant. I fully recommend PHI’s training program to any and all sales professionals! The post Dave Davis, Vice President, Management Recruiters, SLC appeared first...
View ArticleNathan Cocozza, Senior VP, iLinc Communications
Extraordinary! These books and trainings changed everything. I have never seen a sales team so energized. The post Nathan Cocozza, Senior VP, iLinc Communications appeared first on Patrick Henry...
View ArticleGeorge Neuberger, Case-SRS Distribution
Just wanted to share my success from your DNA Selling Method. I went from 120K per month (Total Sales) to 220K and still growing IN 7 MONTHS! The post George Neuberger, Case-SRS Distribution appeared...
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The #1 Sales Negotiation Countertactic
When we hear the word scientist, we immediately think of Albert Einstein. Einstein cracked the cosmic code. He discovered that the smallest unit of matter yielded the largest quantity of energy....
View Article5 Presentation Mistakes to Avoid
“I’ll pay more for a man’s ability to express himself than for any other quality he might possess.” —Charles Schwab Sales people engage in a variety of sales activities from prospecting, to...
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The #1 Selling Disease: “Show up, Throw Up” Presentations
“Remember to not only say the right thing in the right place, but far more difficult, to leave unsaid the wrong thing at the tempting moment.” —Benjamin Franklin Prescription before diagnosis is...
View ArticleSales-Side Negotiations: 3 Ways to Amplify Seller Power
Power is the most influential factor in negotiation. Understanding, recognizing, and exercising power is an important dynamic in any negotiation. During the Nixon Administration, President Nixon’s...
View ArticleHard Buyer Negotiators: 9 Tactics that can be Devastating to Unprepared Sellers
Simply identifying buyer tactics, as tactics, limits their impact. Sometimes a tactic recognized is a tactic neutralized. Many businesses have figured out that the quickest way to put money to their...
View Article12 Seller Countertactics for Hard Buyer Negotiators
Well-timed, intelligent countertactics disarm and neutralize buyer tactics without defeating the person using the tactic. In my last blog “Hard Buyers Negotiators: 9 Tactics that can be Devastating to...
View ArticlePreparation Precedes Power
The mind is a wonderful thing. It starts working the minute you are born and never stops until you get up to speak in public. – Roscoe Drummond You have probably noticed that power has been a key...
View ArticlePre-Presentation Preparation
Know what your prospect is buying before you begin selling. The more information sellers have about buyer needs, problems, and competitors, the more power they have to deliver successful presentations....
View ArticleThe Top 3 Prospecting Methods
Highly successful salespeople and sales organizations employ numerous prospecting methods to find new customers. Obviously, not all prospecting activities are equal. When I first started my sales...
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The #1 Sales Negotiation Countertactic
Download this blog post in PDF format When we hear the word “scientist,” we immediately think of Albert Einstein. Einstein cracked the cosmic code. He discovered that the smallest unit of matter...
View ArticleClik here to view.
TO BE A BETTER SELLER, UNDERSTAND YOUR BUYER
Download this blog post in PDF format J.P. Morgan Sr. was one of history’s shrewdest businessmen. He once met with a jeweler in New York and expressed interest in buying a pearl scarf pin. The jeweler...
View ArticleGeorge Neuberger, Case-SRS Distribution
Just wanted to share my success from your DNA Selling Method. I went from 120K per month (Total Sales) to 220K and still growing IN 7 MONTHS! The post George Neuberger, Case-SRS Distribution appeared...
View ArticleKurt Mortensen, Author of Maximum Influence
Finally someone has organized and conceptualized the selling process. Loaded with historical facts, how to examples and practical strategies, this book is a step-by-step guide for dramatically...
View ArticleNathan Cocozza, Senior VP, iLinc Communications
Extraordinary! These books and trainings changed everything. I have never seen a sales team so energized. The post Nathan Cocozza, Senior VP, iLinc Communications appeared first on Patrick Henry...
View ArticleDave Davis, Vice President, Management Recruiters, SLC
Entertaining, engaging, useful, and relevant. I fully recommend PHI’s training program to any and all sales professionals! The post Dave Davis, Vice President, Management Recruiters, SLC appeared first...
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