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October 20, 2004
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Issue #11 - October 20, 2004
-
Shorten Your Sales Cycle
How to close in one call -
Recording Credit Card Expenses On Your Books
There's more than just paying the bill -
Decision Making Styles
Know which to use and when -
Progressive Falling Dominos
How the tiny can topple a behemoth
Shorten Your Sales Cycle
How to close in one call
-- by Kevin Hallenbeck and Kent Malinowski, Sandler Sales Institute/BestSalesPeople.com
Author's note: Wimps should not read this article.
The strongest sales superstars close a new prospect in one visit. Why? Any time you set a second, third or fourth meeting it costs you and your prospects money. They lose because you allow them to delay results and you both lose by wasting time. Every sales person wants to shorten his or her sales cycle. Here's how to set the expectations for a one-call close.
Recording Credit Card Expenses On Your Books
There's
more than just paying the bill
by Kimberly Perkins, Books By The Numbers, LLC, NH
If you’re like me, you love to use your business credit card for purchases throughout the month because it makes things easier. Then at the end of the cycle you just pay the bill and your job is done. Or is it?
Decision Making Styles
Know
which to use and when
Management is the art of making decisions; and good management is the art of making good decisions. To become a better decision maker, and thus a better manager, it helps to be cognizant of your decision making options.
Progressive Falling Dominos
How
the tiny can topple a behemoth
Many an entrepreneur would like to know the secret how a tiny thing can actually topple a behemoth. Here is a simple experiment that demonstrates the power of exponential growth.
Upcoming Events
Feb 21 (8-9:30a): NH Forum on the Future, NHHTC, CR Sparks, Bedford, NH
March 1 (6:30-8:30p): Women's Business Center and MicroCredit-NH Networking Event, Bank of America, Portsmouth, NH
March 6 (10a-noon): Growth Capital Resources in New Hampshire, City of Nashua, Office of Economic Development, Daniel Webster College, Nashua, NH
March 8: (12pm -1pm) Break the Rules and Close More Sales, Amoskeag Business Incubator, Manchester, NH
March 16: Peak Pitch (pitch your plan to invstors on the chairlift), Mt. Sunapee, NH ($)
March 22: Breaking Trends in Web Develoment, UVCIA, Hanover, NH ($)
Upcoming Events
Feb 21 (8-9:30a): NH Forum on the Future, NHHTC, CR Sparks, Bedford, NH
March 1 (6:30-8:30p): Women's Business Center and MicroCredit-NH Networking Event, Bank of America, Portsmouth, NH
March 6 (10a-noon): Growth Capital Resources in New Hampshire, City of Nashua, Office of Economic Development, Daniel Webster College, Nashua, NH
March 8: (12pm -1pm) Break the Rules and Close More Sales, Amoskeag Business Incubator, Manchester, NH
March 16: Peak Pitch (pitch your plan to invstors on the chairlift), Mt. Sunapee, NH ($)
March 22: Breaking Trends in Web Develoment, UVCIA, Hanover, NH ($)
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