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Mastering The Art Of Knowing Exactly What The Customer Wants

What do you consider to be the greatest skill that any salesperson should develop to the level of excellence? Presentation skills? The ability to negotiate effectively? Prospecting skills? Although all these are definitely important, the key skill that salespeople always need to develop is the art of active listening. It really does set the average apart from the excellent. But…

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How Pain and Gain Can Help Clients Make Decisions

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 ‘away from’ pain; the other…

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

“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 even more complicated by not…

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Learn To Consult For Better Business

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 as ‘the way we do…

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Stop Being A Salesperson & Be A Business Resource

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 sell their products. They believe…

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

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 focused on the consultative selling…

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Make Your Solution Essential Rather Than Desirable

On our courses, we often ask sales people ‘what exactly do you sell?‘ After we’ve got through the list of products and services, they cotton on that people, their prospects,  don’t buy those things. So we get answers like ‘solutions to problems’ and ‘opportunities to expand their businesses’. But are those obvious answers always correct? Yes and No! Often your…

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Getting Beneath The Surface Of Your Prospects’ Beliefs

My team and I have sat in on many visits with sales people, listening to great examples (and not so great!) of consultancy sessions, where the client has specific needs and the salesperson deals with those needs. Recently, I came across a sales technique that had me thinking about whether those salespeople could really have dug deeper to discover needs…

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Exactly What Are “Hot Buttons” And How Do You Use Them In A Sale?

We have all heard the terminology about the so called “Hot Button.” “You have to find the prospect’s hot buttons…” “Push their hot buttons…” etc. But here is a question for you: What exactly are hot buttons? The last time I looked I did not see any buttons on the buyer. What are these magical buttons or triggers that you…

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The ABC’s Of Account Management

No introduction or explanation needed here. I am just going to give it to you simple, brief and straight. Follow these A B C s of account management, and you will grow your business! A – Advise If you really did your job in closing the sale, then you were able to elevate yourself from the position of sales person,…

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