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Communication Skills

How To Be Specific When Locking Down The Customer’s Needs

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Have you ever been in a discussion with a prospect and felt that you weren’t on  the same wavelength, or your understanding of their needs was too vague to button down? Have there been situations where you possibly misunderstood their meaning and came to conclusions that were not accurate? Don’t worry, it happens every day, […]

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How These 4 Vision Questions Stimulate Your Customer’s Thinking

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When in conversation with your customer or prospect, there are many things said that are important but maybe overlooked. This happens in every conversation we have, because the normal flow of conversation means that we are discussing ideas, concepts and principles that mean different things to different people. Every customer wants to have a better […]

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What Is The Most Influential Skill You Can Have As A Salesperson?

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We often get asked on our sales programmes how salespeople can improve their sales. They want the golden ticket, the one thing that will mean the million pound deal, the loyal customer, the added business. Naturally, there isn’t just one skill that will be the ‘holy grail’; various things make up the top salesperson’s abilities […]

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Six Steps to Convincing a Customer They Should Use You

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It’s fascinating to see the changes that are going on in the world of selling. If you Google books on the subject, the plethora of ideas and techniques could leave you reeling in its complexity. If we try to apply all the new ideas that are available on how to sell, and listen to all […]

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7 Must Read Articles To Help You Build Value In Your Interactions

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Value… What is it and how do you build it? Earlier on in the week I wrote about how to gain an insight into your buyers mind so you can appreciate what value is. And in response to that blog post I received quite a number of emails looking for further information on how to […]

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