SMART SALES STRATEGIES RADIO SERIES

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I visited the Girard at Large radio show on 90.7 WLMW in Manchester, NH for a 7 Part Series called
Smart Sales Strategies for Business Growth.

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You can listen directly to any of the segments in the Sales Strategies Series below or visit the Radio Segment page on the Girard at Large website. 

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PART 1 - SMART GOALS: FOCUSING on YOUR UNIQUE VALUE

• Smart planning
  
• Focus on impact of your product/service for your clients
  

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PART 2 - GET IT DONE: PRIORITIZING WHAT IS REALLY IMPORTANT

• Goals versus tasks
  

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PART 3 - BUILDING RELATIONSHIPS: TRUST AND CREDIBILITY

• Trusted resource and advisor
• Developing long term revenue

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PART 4 - STRATEGIES:

• Where do I fish?
  
• How to target key prospects
  
• Importance of Identifying key decision-makers
  

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PART 5 - TACTICS:

• How to fish?
  
• Qualifying prospects critically
  
• Identifying “urgent need” of prospect
  
• Identifying ability to purchase your service
  
• Identifying why prospect would not say “yes”
  
• Know when to fish or cut bait.
  

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PART 6 - SALES MEETINGS: TALKING to HIGH VALUE PROSPECTS

• How to overcome objections
  
• Understanding objectives and pressures of your prospect
  
• Understanding who you are talking to and what they care about
  

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PART 7 - WIN-LOSS ASSESSMENTS: WHAT CAN WE DO BETTER?

• Scale your business with what works
  
• Identify how to lower your cost of sales
  
• Why did you lose the key sale?
  
• Why did you win the key sale?