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Prospecting

Why Features & Benefits Don’t Work in Today’s World

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How many times have you heard that you shouldn’t just present features of your product, but you should also reiterate how those features benefit the prospect? It has been the staple diet of most salespeople over decades of selling, and is used in most sales interactions. However, what if the benefit isn’t? That is, what […]

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How To Justify The Value Of What You Are Offering To The Prospect

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I met with a prospect not long ago and we spoke at length about his concerns and how he needed his salespeople to move away from the status quo and start bringing in more sales. Without that happening, he may have to make redundancies. After discussing what we could do to assist him, he asked […]

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4 Sat Nav Sales Tips To Remember On Your Way – Infographic

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So, you’re on your way to visit a new prospect and you have all of the details you have prepared for the visit. If it’s your first time visiting this new prospect – nine times out of ten you will use a satellite navigation system to help you get there. There are parallels between setting […]

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Investigating, Prospecting & Planning For the Call

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There’s a quote originally attributed to Abraham Lincoln that goes something like “If I had an hour to chop down a tree, I’d spend 55 minutes sharpening my ax!” I’ve always been intrigued by that idea; spend more time planning for a job than actually carrying it out. It gives you all the confidence you […]

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Why Prospects Say No

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About 20 years ago there was a revolution in the sales world, one that drove many people out of selling altogether, but drove others towards earning fortunes. Before that, most prospects found out about your products and services by listening to your pitches and discussions on the phone, in brochures and in person. They believed […]

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