By Griffin Hill on
3/12/2011 8:26 AM
How do you know if your Case Open Routine is effective? Successful completion means you stimulate interest and the suspect gives you permission to advance to the next stage of the sales process.
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By Griffin Hill News on
3/11/2011 11:31 AM
Orem, Utah March 1st 2011
Griffin Hill announces the launch of its new marketing campaign. Teaming up with Bruce Law of Sprout Marketing the Griffin Hill “Our Story” campaign is set to hit newsstands this month. The first Ad which highlights Griffin Hill’s relationship with client IntegraCore will be featured in Utah Business Magazine this month. In the following months more Ads will be released featuring other Griffin Hill clients.
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By Griffin Hill on
3/2/2011 9:10 AM
It is important to have a good elevator speech because you only have a few words to grab your suspect's attention and move them forward in the sales process. The first 60 words you speak are more important than the next 6,000!
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By Griffin Hill on
2/16/2011 12:52 PM
The main purpose of sales plays is to put the odds in favor of a successful conclusion. For sales people, increasing the odds of success means closing a higher percentage of business.
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By Griffin Hill on
2/2/2011 12:25 PM
Questions are an excellent way to invite the suspect into conversation. The questions you ask when you first make contact are conversational questions.
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By Griffin Hill on
1/20/2011 11:13 AM
As a human performance scientist, I have learned that humans only perform to deadlines. One of the reasons that deadlines influence behavior is that deadlines define and clarify responsibility.
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By Griffin Hill on
1/5/2011 10:57 AM
If you complete a sales appointment without scheduling the next event, your own schedule - the demands on your time and attention - become added friction to the process.
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By Griffin Hill on
12/22/2010 10:50 AM
In sales, holding a meeting is activity, but only the outcome of the meeting determines if it was a worthy performance.
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By Griffin Hill on
12/8/2010 8:44 AM
When you offer a specific proof it is more believable. Specificity also makes your proof verifiable. There are several ways to make your proofs more specific and more believable.
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By Griffin Hill on
12/1/2010 8:42 AM
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