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thorn Tagged Articles
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Lesson #5: You Have to Fight to Keep on Flying
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| When the idea for Southwest Airlines first came about, it had some ardent opponents. It was going to be able to sidestep federal regulations and offer greater value to customers. It was going to push point-to-point flights between smaller airports and speed up turnaround times. And, it was going to have a lot of fun doing it. |
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Look for the Loose Brick
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| I hear salespeople say that speaking to a particular prospect was like "hitting a brick wall." The prospect's guard was up in full force. The prospect seemed to get bored or, worse yet, to actually become defensive or offensive, as the case may be, every time the salesperson mentioned a product benefit or feature. It pains me to hear this, as I've known exactly what it feels like to be in such a position. |
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Top Customer Sales Questions to Increase Profits in 2009
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| Some salespeople and managers think they’ll keep clients happy by not ruffling their feathers with uncomfortable questions — but customers can’t solve problems they don’t acknowledge. Here’s how to show clients the bigger picture by asking them the right kind of probing questions, leading them to a happy new year of booming business.
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