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Sep 10

ABC (Always be Closing) Is Not So Standard Anymore

Closing VS Helping The world of sales operated with an ABC attitude for decades: Always Be Closing. Get the deal. Make the sale. Nothing else matters. The Internet has changed this approach dramatically. Before the Internet, sales faced an information handicap. It was more difficult to research pricing differentials and more challenging to find alternatives …

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Sep 03

Avoid Fraud With These Safe Guards

Avoid Fraud We recently read an account of a fraudulent order that was placed for $50,000 worth of goods. The bogus order wasn’t caught until the invoice went unpaid. Only when confronted about the past due invoice was the true story uncovered. Apparently, the thief had rented a suite in the same building as the …

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Aug 20

Negotiating With a Customer? Read This First!

Customer Negotiations can be tricky Creditor/customer disputes can be tricky. And without a doubt, the longer they linger, the trickier they become. Critical to the resolution is fast action. If you have a plan in place for handling disputes before they occur, you’re much more likely to resolve them quickly! Consider the following action steps …

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Aug 13

6 Common Commercial Debt Collection Problems

Are you struggling with any of these problems? When it comes to handling debt collections in-house, many people struggle with similar issues. At the core, debt collection calls aren’t exactly fun to make and because they can be uncomfortable, the task can sometimes be found on the back burner. You may find in reading the …

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Aug 06

Should You Offer Cash Discounts?

What is a cash discount truly worth? Enticing customers to pay in full, on time or early is the drive behind offering cash discounts. But do they truly pay off? There are a number of factors to consider when offering cash discounts and of course, not every circumstance will end on the same result. It …

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