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Jim Wilcox

The very best sales people differentiate themselves from the competition in HOW they sell regardless of WHAT they sell.  For better or worse, people will remember HOW you treated them in the sales process.  We've helped over 1 million sales leaders all around the world change their lives and businesses by HOW they sell.  Join our email community and gain access to actionable insights to take your sales to the next level and beyond. 

Have you ever had a prospect agree to buy something and then change their mind?  Jim Wilcox with Sandler Training Indiana has seen this happen to sales professionals too many times.  He offers some advice for how to prevent buyer's remorse from happening again. 

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As sales professionals we are often afraid to hear a prospect say No.  Jim Wilcox with Sandler Training Indiana discusses why hearing No can actually help you learn more than hearing Yes.  

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Ever been caught off guard by a prospect and then blamed them for it?  Jim Wilcox with Sandler Training Indiana has seen this happen to countless sales people and describes a better approach. 

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Great salespeople never have to ask for the sale, their prospects ask to buy.  Jim Wilcox with Sandler Training Indiana describes why you should never ask for the sale.  

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Many salespeople don't like prospecting because so many prospects don't need what they sell.  Imagine if all of those unsuccessful calls could actually be earning compound interest?  Jim Wilcox, owner of Wilcox & Associates, a sales and management consulting and training organization in Fort Wayne, IN shares insight on how sales people can earn compound interest on unsuccessful sales calls.  

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As a sales professional, there is a wrong way and a right way to bring up a problem your prospect has, but hasn't yet talked about it.  They haven't mentioned either because they don't know it exists or they are embarrassed to talk about it.  Jim Wilcox with Wilcox & Associates provides some insight on the best ways to bring up these hidden problems without killing the deal. 

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There is one word that salespeople should never use.  Jim Wilcox with Wilcox & Associates discusses the word you'll often hear from underperforming sales people and why successful sales people avoid it all together.  

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Put your buyer shoes on for a moment.  When the salesperson asks how they can help you, do you respond with "just looking"?  It is one of many little 'lies' we tell salespeople when we don't want to be 'sold' something.  If you are the salesperson, we've got some tips for getting to the truth.  

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If you are a manager or leader in an organization and struggle with your employees following their own path instead of yours, this leadership tip may help you turn things around.  Business consultant and training Jim Wilcox shares his insight on one thing you can do to become the leader people want to follow. 

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