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Presell & Positioning

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

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“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 […]

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The Best Way To Keep Ahead of the Competition

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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 […]

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How To Build The Value Of Your Service Offers

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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 […]

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Improving Your Value Proposition

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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 […]

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Asking Tough Questions Gets You The Business

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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 […]

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