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Category Archives: Sales Guides

Qualification Acronyms – Instant Sales Guides

June 14, 2010 – 11:36 am

Acronyms are excellent ways of remembering a set of ideas, and they are particularly good for sales qualification.  To me, sales qualification is absolutely crucial for any sales person – where are you going to spend your time most effectively, which business can you win and which business should you walk away from? The one […]


Call Plan – Instant Sales Guides

June 7, 2010 – 2:27 pm

Part of the Instant Sales Guides series © Here are some examples of what questions you can ask yourself prior to a call (either face to face or telephone) together with some debrief questions to help you move the sales forward. These are also detailed in the Instant Sales Guides tab together with an actual […]


SMARTER Questions – Discussion

June 6, 2010 – 4:53 pm

A few people have asked me to say more about SMARTER questions than just the checklist of good questions that I published in the previous quote.  There is some detail already on the website under the more detailed guide, but I thought I would use this post to talk more about why SMARTER questions are so […]


SMARTER Questions Checklist – Instant Sales Guides

June 4, 2010 – 1:57 pm

Part of the Instant Sales Guides series © The SMARTER Question Checklist For a detailed description of what SMARTER questions are, and why they are a great aid to selling, please visit the website page.  Here are some examples, and as they have to be specific to a customer, I have used examples that IT […]


Negotiation Checklist – Instant Sales Guides

June 2, 2010 – 5:50 pm

Part of the Instant Sales Guides series The Negotiation Checklist Understanding the Customer ☐ What is the business issue they want to solve? (What’s their ROI?) ☐ Who is involved, who are the buying influences and how do they view us? (Executive Sponsor, User, Technical, Coach, Third Parties) ☐ Who are we actually negotiating with, […]


Instant Sales Guides – The Launch!

June 2, 2010 – 5:20 pm

Many people have asked me if I could create a set of guides and checklists to help sales people prepare for meetings and other common sales situations – we all love a good checklist.  So I am going to publish a number of these free guides under the Instant Sales Guide banner.  Ideas so far […]




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