Sales Training Tip #198: Know Your MLB

You may not follow Major League Baseball, but many of your customers and prospects do. At this time of year, make sure to stay up on who's in the playoff hunt. You don't want to get cut short by not knowing that your customer's favorite team is close to winning their division.

Sales Training Tip #196: Using Time To Your Advantage

Time is the greatest negotiating tool. When giving a proposal, state half of the time you had planned to offer. For example, by offering one week instead of two, it increases the sense of urgency.

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