Jim Wilcox

When it comes to sales, there is no room for childish behavior.  Jim Wilcox, owner of Wilcox & Associates, a business consulting and training organization in Fort Wayne, IN, explains what it means to remain emotionally uninvolved in the sale, while letting your prospect get emotional.  

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This tip for differentiating yourself from your competition may surprise you.  Jim Wilcox, owner of Wilcox & Associates, a business consulting and training organization in Fort Wayne, IN provides his insight for standing out from the competition.  

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How many times have you wanted to express your feelings in a sales meeting and either held back for fear of losing the sale, or you actually lost the sale because you shared your feelings?  Christie Bowen, Director of Training for Wilcox & Associates in Fort Wayne, IN provides insight on how you can express your feelings and keep the sale. 

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If you have ever had a prospect ask you to send them something and then disappear, it's not their fault, it's yours.  Jim Wilcox, owner of Wilcox & Associates, shares his strategy for avoiding that game with prospects, allowing you to have clarity around what will happen next.  

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Sales professionals have an opportunity to learn about their prospects before trying to sell to them.  Christie Bowen, Training Director for Wilcox & Associates shares her perspective on using the 70 / 30 rule in prospect meetings. 

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From sports to the arts to nearly any avocation, most people realize they need to practice to improve.  So why do so many salespeople not take this same approach to improve their sales?  Jim Wilcox, owner of Wilcox & Associates shares the steps one business takes to continuously learn from and improve their sales performance.  

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If you have ever had a great sales opportunity suddenly blow up on you, we've got some tips on how to keep that from happening again.  Jim Wilcox, owner of Wilcox & Associates, shares his insight on things sales professionals can do to keep an opportunity from blowing up. 

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There is a difference between providing information to enable a sale and free consulting.  Jim Wilcox, owner of Wilcox & Associates describes the risk of providing free consulting and how to avoid it. 

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When it comes to sales, you can actually grow a money tree.  Jim Wilcox, owner of Wilcox & Associates, discusses the steps required to grow a sales money tree.  

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When prospects defer a decision by way of saying "I need to think it over", they have actually made a decision to not do something.  Christie Bowen, Training Director for Wilcox & Associates explores why this happens in the sales process and what the sales professional can do to help the prospect.

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