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From Sales Funnel to Customer Journey

Digitalization is continuously changing people’s ways of searching and buying products and services. Digital platforms, especially around the internet, are radically changing the people’s ways to......

The right handling of objections

Welcome back to our blog! This week, we would like to talk about things that do not satisfy the prospective customer about a product, which can occur during a sales meeting. It is important for the......

The true potential of SPIN Questions and how to adapt them

Utilising SPIN questions is a selling technique which was developed by Neil Rackman in 1988 (European Sales Competition Manual 2020, 28). The objective is to gain a better understanding of customer......

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