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Buyer Types

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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Think The Way Your Buyer Thinks

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Watching Derren Brown at the theatre a few weeks ago made me realise how little we mere mortals know about the way the mind works. He’s a great showman and artist, and readily admits that there’s nothing magical about what he does in his stage shows. It’s all illusion and trickery, but mightily impressive, especially […]

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