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Prospecting

The 23 Word Email To Shake Up Stale Deals – Infographic

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We’ve all been there before – those deals that have gone all stale and quiet. It can’t be a coincidence that every time you call the once keen prospect – they’re away from their desk, on another line or in meetings! You’ve called and emailed to the point where any more would deem you a […]

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The 10 Questions That Will Uncover All Prospect Problems

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We often talk about how to present solutions and results-oriented discussions with prospects for when they need to know how we can help them. Naturally, there are many ways to get the prospect aware of how our services can improve their business. But how about when the prospect doesn’t feel the need for change at […]

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How Do You Get Inside The Mind Of Your Prospect?

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You might know the theory that people are either left- or right-brain oriented. This idea separates people into categories depending on how they think. This is definitely a generalisation, as it’s not that you use only your left brain or only your right brain; everyone uses both. It’s just that you prefer to use one […]

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Have You Built Enough Reasons For The Prospect To Choose You?

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Often, we find when with a prospect that the time has come to present a solution to their needs and wants. In the old days, we would say we are ‘going for the close’. It’s at this point that we should take a step back, mentally, and consider whether we have built up enough trust, […]

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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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