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	<title>Career Catalyst &#187; Sales Tactics</title>
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		<title>One Way to Lose Trust and Credibility</title>
		<link>http://kenrickchatman.com/one-way-to-lose-trust-and-credibility/</link>
		<comments>http://kenrickchatman.com/one-way-to-lose-trust-and-credibility/#comments</comments>
		<pubDate>Thu, 18 Jun 2009 04:49:54 +0000</pubDate>
		<dc:creator>Kenrick Chatman</dc:creator>
				<category><![CDATA[Sales Tactics]]></category>
		<category><![CDATA[competition]]></category>
		<category><![CDATA[competitors]]></category>
		<category><![CDATA[credibility]]></category>
		<category><![CDATA[insufficient product knowledge]]></category>
		<category><![CDATA[new business growth]]></category>
		<category><![CDATA[potential customers]]></category>
		<category><![CDATA[primary and secondary research]]></category>
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		<category><![CDATA[sales]]></category>
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		<category><![CDATA[trust]]></category>

		<guid isPermaLink="false">http://kenrickchatman.com/?p=491</guid>
		<description><![CDATA[
The key for consistent new business growth is to earn and maintain the credibility and trust of potential customers. Portraying oneself as a consultant instead of a product pusher can establish trust and credibility. Fulfilling all promises and providing superb service can maintain this confidence and integrity.




Play the audio version of this post. &#124; Download [...]]]></description>
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		<title>The One Question You Should Ask</title>
		<link>http://kenrickchatman.com/the-one-question-you-should-ask/</link>
		<comments>http://kenrickchatman.com/the-one-question-you-should-ask/#comments</comments>
		<pubDate>Fri, 12 Jun 2009 02:09:46 +0000</pubDate>
		<dc:creator>Kenrick Chatman</dc:creator>
				<category><![CDATA[Sales Tactics]]></category>
		<category><![CDATA[ask]]></category>
		<category><![CDATA[decision makers]]></category>
		<category><![CDATA[investment]]></category>
		<category><![CDATA[middle man]]></category>
		<category><![CDATA[mistake]]></category>
		<category><![CDATA[new business]]></category>
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		<category><![CDATA[sales]]></category>
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		<category><![CDATA[selling]]></category>
		<category><![CDATA[selling process]]></category>
		<category><![CDATA[stakeholders]]></category>

		<guid isPermaLink="false">http://kenrickchatman.com/?p=426</guid>
		<description><![CDATA[
Sales professionals should ensure that all decision makers are (or will be) present to hear their presentations to prevent delays in the sales process. If not, sales professionals will either have to conduct the presentation again or rely on a middle man to convey the information to the decision maker(s). Since a middle man cannot [...]]]></description>
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		<title>5 Benefits of Custom Presentations</title>
		<link>http://kenrickchatman.com/the-5-benefits-of-custom-presentations/</link>
		<comments>http://kenrickchatman.com/the-5-benefits-of-custom-presentations/#comments</comments>
		<pubDate>Mon, 08 Jun 2009 02:11:03 +0000</pubDate>
		<dc:creator>Kenrick Chatman</dc:creator>
				<category><![CDATA[Sales Tactics]]></category>
		<category><![CDATA[advisor]]></category>
		<category><![CDATA[canned]]></category>
		<category><![CDATA[challenges]]></category>
		<category><![CDATA[concerns]]></category>
		<category><![CDATA[consultant]]></category>
		<category><![CDATA[custom]]></category>
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		<category><![CDATA[growth]]></category>
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		<category><![CDATA[long-winded]]></category>
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		<category><![CDATA[new business]]></category>
		<category><![CDATA[probing questions]]></category>
		<category><![CDATA[product pusher]]></category>
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		<category><![CDATA[respect]]></category>
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		<category><![CDATA[sales]]></category>
		<category><![CDATA[sales presentations]]></category>
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		<category><![CDATA[tailor]]></category>
		<category><![CDATA[trust]]></category>

		<guid isPermaLink="false">http://kenrickchatman.com/?p=392</guid>
		<description><![CDATA[
Sales representatives use presentations to demonstrate how their products or services can overcome their prospects’ most pressing challenges. Since successful presentations result in a greater chance of generating new business; as a sales representative you should give customized instead of generic presentations for the five reasons below.



Podcast Placeholder. &#124; Download this episode (right click and [...]]]></description>
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		<title>The Dreaded Question</title>
		<link>http://kenrickchatman.com/the-dreaded-question/</link>
		<comments>http://kenrickchatman.com/the-dreaded-question/#comments</comments>
		<pubDate>Tue, 02 Jun 2009 22:25:44 +0000</pubDate>
		<dc:creator>Kenrick Chatman</dc:creator>
				<category><![CDATA[Sales Tactics]]></category>
		<category><![CDATA[new business]]></category>
		<category><![CDATA[price]]></category>
		<category><![CDATA[products]]></category>
		<category><![CDATA[question]]></category>
		<category><![CDATA[sales]]></category>
		<category><![CDATA[sales professional]]></category>
		<category><![CDATA[sales representatives]]></category>
		<category><![CDATA[sales tips]]></category>
		<category><![CDATA[selling]]></category>
		<category><![CDATA[selling tips]]></category>
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		<guid isPermaLink="false">http://kenrickchatman.com/?p=350</guid>
		<description><![CDATA[
One of the main goals of sales professionals is to demonstrate how their products or services will best meet prospects’ needs relative to the competition’s offerings. Likewise, this will illustrate the value of the products and potentially reduce price objections.



Podcast Placeholder. &#124; Download this episode (right click and save)
A majority (if not all) of prospects [...]]]></description>
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