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Earn A Seat At The Closing Table

by Jeff West | May 22, 2014 | Sales Coaching, Sales Leadership, Sales tips

Closing the sale involves building a consensus between all stakeholders in the decision making process.  You basically earn your seat at the closing table – then facilitate the process and direct the next actions. So, how do your earn this coveted seat? Make...

The Language of Guidance

by Jeff West | Mar 28, 2014 | Sales Coaching, Sales Leadership, Sales tips

This week’s articles have all been about speaking the buying languages of your prospect. Read Post We conclude the series today as we discuss the language of Guidance. As a rule, I believe that all sales processes should have structure.  It really doesn’t...

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