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Buyer Types

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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Is Your Pipeline Full Of Non-Closable Sales Opportunities? Rip It To Shreds!

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My experience tells me that your pipeline is probably full of dead wood! It’s full of those who you’ve called and emailed but whom never respond to anything; it’s full of those who have said “it’s on hold” because their company is merging with another and it’s full of those who still haven’t got buy-in […]

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Ten Things Buyers Look For From Their Suppliers

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We do quite a few surveys with buyers of our services and it’s always intriguing to find out why they buy from us. Many times we have been surprised by their answers or their responses to specific questions that we had been led to ask after we thought they had exhausted their feedback. But a […]

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5 Ways To Kill Indecision In Your Prospect’s Mind

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It’s one of the biggest frustrations in a salesperson’s experience. You’ve done your research on the buyer and their company…you have uncovered all the possible objections the prospect has in mind…you’ve presented the solutions for their concerns…you’ve even discussed a reduction in price for increased orders. It’s obvious the prospect is going to say ‘yes’. […]

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The One Factor That Drives Most Buying Decisions

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A friend of mine recently had the need to change his company car. There was a massive choice for him in the price range that he had been given, so he had to narrow the choice down using a series of questions. Based on his chosen criteria, he judged which would be the best car […]

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