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How To Organize Your Sales Territory

The correct organization, management, and exploitation, of your territory (also called patch) is one of the key sales skills. It ranks right up there along with your soft skills, your relationship building, and your discovery or qualification. Territory management is as much an art as it is a science, and is best learned through practice. In order to guide this, you'll need a strategic context and framework to work from. Here, I hope to provide you with both, albeit in a high-level form, in the technique of clustering.

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Throw Away Your Call Script And Build A Framework

Scripts are a staple in sales; everyone has one, and many treat theirs as the secret to their success. In reality, however, scripts are only useful if prospects stick to them; as you know, they rarely do. Scripts are great for learning the basics and looking at sample conversations, but they're less than optimal for real-world use. Instead of scripts, you might want to consider building a conversational framework to help you in your day-to-day work.

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The Key To Overcoming Objections

Objection handling is one of the key skills every salesperson must possess, and as a result, much has been written about it. There are many methods, methodologies, frameworks, and scripts out there which all purport to be the best way to handle objections, and much money has been made selling them. Many of them (less so the scripts, more so the frameworks and methodologies) are quite useful, and will guide you in the right direction. Throughout all of these there is a common theme, which I'd like to cover here: the simple question "why?"

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3 Best Ways To Lose A Prospect’s Interest

Lots of articles tell you how to gain a prospect’s interest. Many will include tricks and tips, and many are just plain wrong. There are many ways to gain the interest of a prospect, not least of which is simply because your product is interesting. There are also some sure-fire ways to lose that interest, and they usually have to do with you. Here are the three best ways to lose a prospect’s interest.