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Consultative Selling

How Pain and Gain Can Help Clients Make Decisions

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When we are working with a client, we need to know what would be the best way to encourage them to make decisions that draw them to our products and services. It’s been known for some time by psychologists that people are driven in two different directions when they are making decisions. One way is […]

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Why You Should Only Present Solutions To Needs & Not To Problems

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“He keeps talking in techno waffle! I don‘t ¬†understand half of what he says. I’ve got a simple problem that needs solving, not something that requires a Rocket Scientist!“ – A Confused Prospect I come across this a lot. You¬† might be selling something that is pretty complicated as it is; so why make it […]

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Learn To Consult For Better Business

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Culture plays a funny game with us. We often get stuck in a rut and blame things outside our control for how we feel and the results we get. The culture we exist in keeps us in a headlock and rubs our face in it whenever we want to change anything. Culture has been deemed […]

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Stop Being A Salesperson & Be A Business Resource

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Many surveys have been carried out asking for business-buyers’ reactions to salespeople who approach their businesses. Many buyers are impressed by the level of knowledge that some salespeople bring with them, and often comment to us about their professionalism and business acumen. However there are still too many salespeople out there who simply try to […]

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The 5-Step Consultative Sales Process That Has Stood The Test Of Time – Video Blog

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The art of selling has changed dramatically over the last 30 years, and the way that sales people and business owners now prospect and sell to the customers has moved on significantly from the one-way sales monologue and cold calling techniques that used to reign. Over the last several decades, the sales industry has become […]

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