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What salespeople need to do to stay ahead of and beat their competition.
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How to out fox your competition
Greg Cox
President and C.O.O.
Dale Carnegie-Chicago
Our clients have changed Pressure Communication overload The focus on price is greater than it has
been since the dawn of time.
The game has changed Technology
E-mail Voice-mail Call ID Internet
The value of an effective order-taker has plummeted
The game has changed Widespread Buying Criteria Shift Fewer opportunities
Increased # of competitors per opportunity Increased # of rejected salespeople per
opportunity
The Time Crunch
Salespeople must be able to: Protect & expand
current accounts Develop deeper
relationships Ask better questions Clone great results Consult
A visit to the sharpening shed
Get Moving! Decide! Get a process Get coached Get a win Use your new skill
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