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Posts Tagged ‘sales’

Consultant Corner – Do you know your service features?

Check out last week’s video about selling the Process. Process is part of your sales package, which must also include Features. Often confused with benefits or values, this video explains what features are and how to list your own service features. When you sell knowledge, this work becomes essential! To launch your new career as…

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Educational Sales

“What should I do with this email list?” Not an uncommon question, and there are numerous strategies and tactics you can employ to make the most of your email list. But before you design your cadence, you must determine your governing strategy, which is more about your business than it is about your email list.…

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Educational Sales – the What

Last week we took a close look at enterprise sales and the various level of customers within each client organization.  This led us to Educational Sales. But what is educational sales? And how do you do it? Why educational sales B2B sales will always be decision by committee. And not all people involved in the…

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B2B Sales – Selling to Enterprise

A recent project I had included writing a sales strategy for a company that sold an outsourced business service to larger business clients. In other words: B2B service sales. The trick was: their target clients were companies who did not currently have this function in house. Hence their need to buy an outsourced solution. Many…

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Stop Selling

That is: if you want to grow your business. People who work with me regularly are familiar with my approach to sales, which is to refocus it on “buying”. A commercial transaction requires actions performed by another person. That is the key to a new sale: it is actually the other person performing the act…

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Consultant Corner – Determine Your Price

We established you should discuss price. But what should that price be? From my Friday YouTube series: Consultant Corner 0.56 Benchmark – Market rates 2.24 Upside – Client Wins 5.15 Downside – Your Costs My online Courses: How to Start a Business as a Freelance Consultant : http://bit.ly/udemyBC Effective Decision Making in Business: http://bit.ly/udemyDM

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Consultant Corner – When should you talk price

➡️ Talking about money is vulgar, talking about price is scary. When is the right time to discuss your prices? 0.33 Why to talk about money 2.02 When to talk about money 4.28 How to talk about money Find my profile and blog at www.rgbrizi.com My online Courses: How to Start a Business as a…

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Why Do People Buy From You?

I ask this question of most of my clients when we start working together. Why you, and not the next guy? The answer will tell me what is important to the client. Then, as per my modus operandi,  I proceed to ask for proof, in order to test the assumptions made by the business owner.…

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