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Richardson Group
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51 followers
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Every customer conversation places another brick in the road towards closing a sale. https://hubs.ly/H08D3Wz0
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Running a race is more than simply crossing a finish line. Along the way, you need to know your pace and stamina. You need to know your capabilities. However, too often we ignore these factors and simply head for the tape. When we measure only the single factor of completion, we miss all the crucial data points in between. We need more measurements. Read More: https://hubs.ly/H08zyrZ0
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Sell using facts, not assumptions. Assumptions can mislead and cause bad decision making. https://hubs.ly/H08rzWb0
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Check out "Selling Has Changed: 8 Simple Steps to Leading a Modern Sales Team," new article featuring insights from Richardson Senior Consultant Michael Dalis' "Sell Like a Team, The Blueprint for Building Teams That Win big at High-Stakes Meetings" available at Amazon and Barnes & Nobel. http://hubs.ly/H08mRfm0
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Consultative Selling is a method for narrowing the remove between the seller and buyer. By closing this gap, the relationship transcends a "give and take" dynamic to become more of a shared effort to resolve a complex business problem. Learn more about the guiding principles of consultative selling. http://hubs.ly/H08jJNh0

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It's time to put the customer back into the conversation. Learn the core tenets of consultative selling. http://hubs.ly/H08hy8m0
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In sales, the players are bigger. The game is faster. The conditions are more challenging. Follow these 7 tips to elevate your consultative selling approach. http://hubs.ly/H08gm1j0

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When people think about selling financial services it evokes images of balance sheets and ledgers. Too often, we forget that people are behind the numbers. Each transaction begins and ends with a person. Sellers must go further to connect with a customer. Doing so requires overcoming the inertia of complacency. http://hubs.ly/H089WG10

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Insurance Sales Trends: New Strategies, New Challenges, New Insights from Richardson. http://hubs.ly/H087jyK0 - Today's insurance sales industry faces growing complexity and competition at every corner. As a result, insurance companies are shifting the way that they go to market and interact with their clients. With new strategies come new challenges in the preservation of market share. Here's a look at some of those challenges, with some insights on how to overcome them.
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4 Ways to Get Better at Selling Technology
http://hubs.ly/H082Dvg0
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