NEVER Say This To A Prospect On A Sales Call…

We had a sales call at our HQ (yes, we get them too!) and one of our sales team took responsibility for it. The caller was selling marketing services and promised a free 30-minute consultancy that would highlight where our marketing was working and where it wasn’t. But she said something that made my team member realise the company hadn’t…

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Here’s Why Your Prospects Aren’t Buying From You…

This blog post is not going to cover how to handle objections, instead we are going to cover the underlying reasons why prospects don’t buy from you. Objections are, after all, just reasons and points that your salespeople need answer to satisfy the prospect that your product does the job. Let me go through the 4 reasons why your prospects don’t buy…

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How To Show The Prospect The Future’s Brighter With You

Sigmund Freud had a way with words. One of his theories was that pain can be more immediate than pleasure, leading us to become more concerned with avoidance of pain and hence paying more attention to it. Many salespeople have heard this reckoning and have identified how recognising a client’s ‘pains’ and ‘problems’ can have a big effect on the…

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6 Ways You Can Fulfil Your Prospect’s Needs

Many salespeople struggle to find the best way forward when they have to work with existing clients because they still put the emphasis on their own products and services. The more successful salespeople spend their time identifying the real needs of the businesses they are working with and creating opportunities for them to advance their businesses. This opens up chances…

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10 Quick Tips On Gaining The Ultimate Competitive Advantage

Sales is one of the most fluid of industries, mainly because of the massive amount of changes that it has been involved in over the years. The only consistent factor that has existed has been change. Thinking about what has to happen for a sales consultant to be successful, one thing that naturally comes up is their ability to achieve,…

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3 Quick Tips On Leading Your Prospect Directly To The Close

Most people like to envision a future full of promise and profits. It helps us to set goals, have purpose and build strategies. It’s always better to look forward to the future rather than loathe it. As a sales consultant, how can you help buyers to build this vision? What can you do to encourage them to listen to your…

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Use This Cold Email Template To Make The Best Possible First Impression With The Prospect

I’ve seen hundreds and hundreds of emails from companies trying to sell their products to me or my team. Some of the products and services are really good and would make a difference to the way we work. But the emails are so lousy or self-serving that they (a) don’t tell me how I would benefit or (b) bore me to…

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Use This Small Change In Mindset To Drive Your Sales Forward

I came across some interesting research about ‘emotional drivers’ the other day. Dr Dan Short of Arizona, USA, conducted a series of research studies that were intriguing as much as they were eye-opening. Here is a quote from the research: “In addition to my pool of 13 million subjects, I compiled a list of 723 emotional terms. After eliminating terms…

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Need To Move From Preferred Supplier To Trusted Advisor? Here’s How…

We were working with a client recently who asked us if we could discuss strategies on how to become a preferred supplier to their customers.  I must admit to feeling a bit puzzled. My consultant asked them, “Why do you want to only become a preferred supplier?” The answer was along the lines of ‘isn’t that what very supplier should…

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8 Quick Tips On Creating Value For Your Customer

Our value proposition is the reason why customers choose one company over another. Something has to eliminate a customer’s pain or deal with one or more areas of gain before they decide to go for that solution. Your value proposition, therefore, should clearly show how your solution creates better results than any of the competitors. These are the questions you…

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