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		<title>Do You Make Selling Hard by Talking too Much?</title>
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		<pubDate>Tue, 22 May 2012 17:14:15 +0000</pubDate>
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		<description><![CDATA[by Garry Duncan Generally, consultative selling is a selling process that involves more questioning than presenting. It seems counter intuitive to the stereotype vision of selling. Why would questions be more effective than presenting? There are numerous reasons good questions are better than spraying features and benefits. Here are a few: Prospects love to buy but hate being [...]]]></description>
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		<title>Tips to Getting What You Want Out of Sales Calls</title>
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		<pubDate>Fri, 04 May 2012 03:32:49 +0000</pubDate>
		<dc:creator>EDean36</dc:creator>
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		<description><![CDATA[Pilots joke that any landing you can walk away from is a good landing.  That happens too frequently in selling. It is easy to walk away from a new prospect meeting, and not know with clarity what should happen next. Of course, there are implied next steps that quickly fade from memory of the buyer [...]]]></description>
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		<title>Getting the Sales Job Where You Will Thrive</title>
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		<pubDate>Fri, 13 Apr 2012 17:00:42 +0000</pubDate>
		<dc:creator>Kathy Dean</dc:creator>
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		<description><![CDATA[It has been said that anything is easy &#8211; if you only know how. No one knows more about interviewing than Teneo Talent. As founder of TT, I&#8217;ve been representing people like you for years. In fact, we are probably as close to being interview experts as one can hope to be. This automatically makes [...]]]></description>
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		<title>Do You Make Selling Hard by Talking Too Much?</title>
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		<pubDate>Wed, 28 Mar 2012 03:58:04 +0000</pubDate>
		<dc:creator>EDean36</dc:creator>
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		<guid isPermaLink="false">http://teneotalent.com/?p=3569</guid>
		<description><![CDATA[From Leadership Connections: Generally, consultative selling is a selling process that involves more questioning than presenting.  It seems counter intuitive to the stereotype vision of selling.  Why would questions be more effective than presenting? There are numerous reasons good questions are better than spraying features and benefits.  Here are a few: Prospects love to buy but hate being [...]]]></description>
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		<title>Know the Selling Steps that Lead to Closing a Sale!</title>
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		<pubDate>Sat, 10 Mar 2012 22:54:15 +0000</pubDate>
		<dc:creator>EDean36</dc:creator>
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		<guid isPermaLink="false">http://teneotalent.com/?p=3556</guid>
		<description><![CDATA[From Leadership Connections: Being skilled in using a sales process is like leading a dance.  If you dance  with a great dancer, you want to dance all night.  Being with a poor dancer prompts partners to make excuses, such as “I love to dance, but I have to make a  call,” or other reasons to get [...]]]></description>
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		<title>Sales Prospecting Success:  Consistency is the Key Selling Skill</title>
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		<pubDate>Thu, 23 Feb 2012 15:57:59 +0000</pubDate>
		<dc:creator>EDean36</dc:creator>
				<category><![CDATA[Articles]]></category>

		<guid isPermaLink="false">http://teneotalent.com/?p=3527</guid>
		<description><![CDATA[From Leadership Connections: Finding prospects, qualifying, closing, and account management (sales implementation) are the major activities of selling.  Tracking surveys show that nearly 80% of sellers spend less than 20% of their time initiating contacts to prospects by making a cold telephone call, walk in, networking, or asking for referrals.  Yet the ability to prospect is the trademark of [...]]]></description>
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		<title>Take the First Steps Toward Building the Brand of You</title>
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		<pubDate>Thu, 02 Feb 2012 00:36:18 +0000</pubDate>
		<dc:creator>EDean36</dc:creator>
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		<guid isPermaLink="false">http://teneotalent.com/?p=3495</guid>
		<description><![CDATA[by Malinda Mosholder If and when you go to a networking event, are you aware of your brand? Aware of your message, of why you are there? Aware of the position you may be seeking, or the job that you are more than happy in? Does your elevator speech succinctly say everything that you want [...]]]></description>
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