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An Insight Into Your Buyers Mind Whilst You’re Building Up The Value

“Build the value” You’ve heard it a million times before in every sales book you read, every sales coaching session you’ve had with your manager and probably countless times from me also! So what are you actually doing to build the value and from the prospect’s point of view what’s happening in their mind whilst you are giving them all…

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The Best Way To Keep Ahead of the Competition

According to Charles Darwins’ Origin of Species, “It is not the most intellectual of the species that survives; it is not the strongest that survives; but the species that survives is the one that is able best to adapt and adjust to the changing environment in which it finds itself”. This probably is one of the best bits of advice to…

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How To Build The Value Of Your Service Offers

We often hear from salespeople that one of their biggest differentials is that of giving service. We then ask the question ‘what specific services do you offer that make you different from your competition? How are your services actually adding value to your customer?’ Unfortunately, lots of the answers we get are either pretty woolly or not real differentiators. If…

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Improving Your Value Proposition

As the saying goes, ‘Beauty is in the eye of the beholder’. Well, just as each person has their own individual idea of what constitutes beauty, each prospect will have their own concept of what ‘value’ means to them. There’s no ‘one-size-fits-all’ when it comes to this idea of value in the prospect’s mind. How you present value to the…

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Asking Tough Questions Gets You The Business

I get a real kick out of getting new business. Call it an ego thing, or whatever you like, but when a customer signs on the line that is dotted, it makes me feel good about myself, my company, my colleagues and my services. About a month ago, a prospect emailed me to say that they were going to use…

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Five Specific Wants That Every Prospect Has

The strange expression “Nought so queer as folk” quaintly sums up the studies of the philosophies of man from the start of time. So much water under the bridge, so many changes in history, so few securities that can be held onto. The idiosyncrasies that determine our interactions with each other can be neatly summed up in five north-England words…

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Anticipation Can Help You Get Future Business

Today, I nearly had an accident in my car. Driving on the motorway at around 60mph in heavy traffic , I was following the car in front (at a safe distance, of course!) when I noticed the cars two or three ahead of the car in front put their brake lights on. One of them began to swerve violently. I…

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6 Ways To Reduce Your Cost Of Sales

We’ve discussed before how the science of sales means you have to be totally aware of your numbers. You need to identify how your ratios are connected to the results you achieve, so you can alter your activities to match the changes you require. One of the key ratios in sales is the overall cost of sales, the amount of…

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Want To Learn More About Modern Day Selling? David Brent’s Got Just The Man For You…

The modern day sales process has changed, and sales professionals across all sectors and industries are having to change the way that they sell in order to engage and interact with the modern day buyer. The days of the mighty cold call are fading away fast, as the modern day buyer simply doesn’t want to be sold to. Instead, the…

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How To Build Value In A Sales Presentation

Increase the value, or the perceived value of what you sell, and you will make more sales! You have to have ways to raise the value of your product or service. By that, I mean, when the buyer feels that the return, is greater than the investment, you will close more sales. The sale often takes place when the prospect…

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