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Prospecting

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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Solving Prospects’ Problems The Easy Way

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The salesperson of today is a problem-solver who works in conjunction with the prospect to identify any issues that his organisation has and then uses that information to present solutions to the prospect’s problems or situations. Before you make your sales presentation, the tricky part of this situation is ensuring that the problem that the [...]

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How To Target Prospects

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As a salesperson, I’m sure you’ll agree that prospecting is one of the most important tasks you can carry out. I’m sure you’ll also agree it’s one of the least-enjoyable and time-consuming tasks that you would rather forego, if you had the chance. We all recognise it for what it is…a necessary evil. But there [...]

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The One Question Every Buyer Wants Answered

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Over the years. most trainings and development programmes for salespeople have emphasised the importance of effective processes and techniques to be able to ‘sell’ their products and services. Most salespeople want to know how to ‘open the call’ or ‘overcome objections’. The skill development has revolved around how the knowledge and experience can be built so [...]

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