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Buyer Types

Can You Create Selling Opportunities Out Of Nothing?

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One of the keys to opening the door to a buyer’s wallet is to determine the position they are in at this moment, and how that position could change in the future. It’s really important to ascertain the ‘mode’ that a buyer is in, because if we try to ‘pitch’ our product or service to […]

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The 3 Things That Buyers Want

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“But I sell a great product Sean, why won’t they buy?”  It’s a question I get asked a lot! Many salespeople think that just having a great product is good enough – that it will sell itself but in these days of massive change, this will never be enough to be successful. The changes that […]

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5 Ways The Modern Day Buyer Has Not Changed

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We’ve been discussing with some of our apprentices recently the changes that they have seen in their lives. Yes, although they’re only eighteen and nineteen year-olds the rate of change, even in their lifetime, has been staggering. One of them showed me her new iPhone 6 and that had been her third iPhone. Another said […]

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How To Avoid The Awkward Question Of Budget

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How many times have you been in conversation with a prospect and the question of budget comes up? You want to know if you’re pitching in the right ball-park, so you go right out and ask what budget they were thinking of spending. You then sigh in disappointment as you realise the solution you’re selling […]

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