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Author Archive | Kim Bastian

Articulating Your Value

Blog post by on September 29, 2009

As we’ve discussed in the first four parts of this series, Seller Deficit Disorder is caused by your prospects believing that you don’t understand their needs. It’s the disadvantage that keeps you from making sales. So far, …

Overcoming Seller Deficit Disorder – Part 2

Blog post by on September 3, 2009

As we discussed in part 1 of this series, Seller Deficit Disorder is caused by a prospect’s opinion that you don’t understand their needs and you’re not planning on listening to them. It’s a disadvantage you have …

Overcoming Seller Deficit Disorder

Blog post by on August 26, 2009 Editor's Pick

Early in my career as a sales professional, I remember feeling like most of the time when I walked into a prospect’s office, I was at a disadvantage. At first I thought it was my nerves or …