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James Delrojo's Articles in Sales

The Magic Question For Qualifying Prospects and Generating More Sales
One area that is dealt with extensively in sales training is "qualifying" your prospect. However, I discovered that all you need is one question to qualify any prospect, and even better, this one question leads to more sales, faster and easier than anything else I have learned.
The Six Key Vulnerabilities in Negotiation
Negotiation is a mental and emotional game. Much of the result is dependent on the emotional strengths and vulnerabilities of the parties and, of course, their skills at capitalizing on these strengths and vulnerabilities.

I will discuss six key vulnerabilities to be aware of in negotiation.
How Do Your Customers Decide Whether or Not To Buy Your Products?
If the customers believe that the competing products or services are equivalent to each other then they will usually buy on price. If your product is in this category then you are at the wrong end of the food chain and you may be wise to consider a better strategy.
The Five Attributes of Great Salespeople
It is a fact that most people who enter the world of selling fail hopelessly. It is also a fact that most of the others are just scraping by. Yet there are some salespeople that are consistently making a fortune year in and year out. How do they do it? Read on and you will find out.