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Articles by Charlie Karlheinz Lang
It is important to provide sales people a chance to find out their strengths and understand themselves in depth. After knowing the strengths and weaknesses, the next step is to find out the techniques to overcome the weaknesses through lifetime learning.
What Should We Do When They Are Offering It Free?
This article talks about a challenge that the author faced in competing in terms of price, where in the end he avoided doing so by focusing on value.
Sales Strategy: Chess Or Checkers?
This article tells us what strategic selling is and how it can be very useful to improve your sales performance.
This article shows us how salespeople can undersell and overdeliver to get more success in sales.
Know Your "Best Alternative To Negotiated Agreement"
The article is an important reminder of the advantage of knowing your "Best Alternative to Negotiated Agreement" in order to improve the outcome of your negotiations.
This article talks about the need for salespeople to check from time to time the signs if they are winning or losing a prospect, and to be open to moving on if needed.
Win / Win - What It Really Means And How It Can Help You Become A Better Salesperson?
This article talks about one of principles that can spell the difference between being a regular salesperson and a salesperson extraordinaire. This principle is: "A salesperson's job is not getting deals. It is getting customers."
This article offers refreshing view toware the seemingly challenging task of cold calling and hanges the way one looks at cold calls. Sales training guru Charlie Lang teaches us how to do cold calling with integrity.
This article is an interesting and insightful view on how to deal with the various types of objections from buyers and how "care" can be essential for a business' success. Truly innovative ideas in this article to help you improve your sales results.