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Prospecting

Can Online Meetings Really Help You To Close The Deal? Part 1

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Nowadays there is more pressure than ever before to meet or speak with as many prospects as you can and to optimize your time more effectively.  I recently met with Mark Jones – Head of Learning & Development at MeetingZone Ltd, who specialise in unified communications, web conferencing, webinars and conference calls. I met with […]

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Do You Try To Add Value? – Infographic

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When selling to the prospect it is sometimes difficult to add value and get the message across to the client of all the wonderful features your product possesses. Here is an infographic which gives you seven different tools to add to your armoury of adding value. It can give your pitch or proposal that bit of […]

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How To Deal With The “Lowest Price Wins” Prospect

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You know the situation. You’ve highlighted the value of your products and services and done everything possible to help the prospect see the benefits of dealing with you. And yet you still get the response that you’ll have to do something with your price. Even though there’s no doubt that your product or service is […]

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The Only 4 Reasons Your Prospect Will Buy

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It’s really quite simple when you consider it: customers become customers if you solve a business problem or create an opportunity for them. That’s basically it, really. But so many salespeople think that just regurgitating a whole brochure-load of facts and information about their products or services will do this for the customer. Unfortunately, this […]

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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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