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3 Facts About Your Prospect That Will Change The Way You Sell

“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 have driven us to where…

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16 Questions That Will Help You Understand The Buyer’s Perspective

Recently, I had the privilege of attending a dynamic presentation evening with one of our prized clients. They continue to test us and our services, which is great as it means we learn with every step we take with them. Part of our relationship involves identifying their specific needs even before they realise they have them. It’s all part of…

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Can You Create Selling Opportunities Out Of Nothing?

sales out of nothing

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 someone who is in the…

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6 Buyer Tactics That Will Slash Your Margins

We often talk about the selling skills required to deal with today’s complex and competitive market place. Those skills normally revolve around the abilities of salespeople to achieve specific sales objectives and deal with objections or negotiate a better deal. However, we seldom look from the perspective of the training that buyers receive and the tactics that they may use…

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4 Ways To Push The Buying Button Inside Every Buyer’s Brain!

buy buttons

Every person you have ever met has a strategy they use to make decisions. Whether it’s to go for a particular food or to choose a particular career, the way people decide is hard-wired into the parts of our brains that are designed for the job. Scientists realised long ago that we have, not one brain, but three. Understanding the…

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Use These 6 Questions To Sway The Over-Cautious Buyer

over-cautious buyer

The types of decisions people make can vary from person to person, based on many factors. These can include concepts like time available, causes for concern and other resources’ availability. But these days, one type of decision-maker can cause concern for even the best salespeople, and that type is the analytical and cautious thinker. This type of person is a…

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The One & Only Reason Buyers Buy

Is there just one reason? Can we actually narrow down the whole sales process to just one step? Naturally, there are a myriad of stages that people go through before they make the decision to go with your solution. But when you strip away all the dross and dig down to the bear pit that is our gut feeling, there…

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5 Ways The Modern Day Buyer Has Not Changed

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 they’d never buy a laptop…

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How To Avoid The Awkward Question Of Budget

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 is well out of reach…

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

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 internally from the real decision…

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