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The Strategic Guide to Acquiring 60 Dream Clients and Outsmarting Competitors

Iannarino

There is a logic to identifying and pursuing 60 dream clients. These 60 clients already buy what you sell; in fact, some of your competitors are supplying them now.

Clients 233
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Steal Your Competitors' Clients: The Ultimate 60 Target Strategy for Dominating Your Industry

Iannarino

These targets will not need to be qualified because you know they already buy what you sell, even though they are currently buying from one of your competitors. This is something we describe as a competitive displacement , a nicer way of saying "stealing your competitor's client."

Clients 192
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How to Get More Clients: Stretch Your Belief

SalesProInsider

That’s exactly what happens with your belief baseline and your ability to attract and convert clients. Your baseline of belief is stretched when you have success: A prospect signs the Agreement, you receive great feedback on the latest content you shared, a client lets you know how much you’ve helped them, and/or a COI makes a referral.

Clients 125
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Why Selling is Part of a Great Client Experience

Anthony Cole Training

There are specific traits that skilled salespeople possess in order to build strong relationships with prospects or clients. They create a great client experience by providing value, asking the right questions, listening to understand, and demonstrating patience.

Clients 215
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What Your Client Should Expect from You

Iannarino

The Gist: Your clients have expectations for how you use the time they give you. Low win rates, missed goals, and a host of other trends likewise suggest that salespeople are not serving their clients well enough. With that in mind, here are a few things your clients should expect from a B2B salesperson.

Clients 322
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The Art of Client-Centric Sales Questions- Transforming Self-Serving Inquiries into Value-Driven Conversations

Iannarino

Bad questions are bad selling. You need a client-centric sales approach, one with effective strategies and a value-driven sales methodology.

Clients 309
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Why They Say No: Understanding Client Hesitation in Today’s Market

Iannarino

If you believe selling is challenging, know that buying is even more difficult. The better we learn to sell, the greater our ability to engender trust from our clients and our prospective clients.

Clients 167