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Sales Interactions

Buyers Not Buying? Here’s Why…

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It’s a beautiful day here and the cricket season is at its height. A batsman will settle himself in before trying to hit the ball to the boundary, or steering it towards the ropes through the off-side (apologies to you non-cricket lovers for the jargon!). When a batsman strokes the ball well, it can speed […]

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We’re Consistently Underwhelmed & Your Prospects Are Begging For This…

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I’m going to go out on a limb here but I bet you’re hardly every “wowed” nowadays. As a nation we’re consistently underwhelmed. What do I mean by this? Well… We’re consistently underwhelmed by the level of service we receive in shops. We’re consistently underwhelmed that we’ve got to have a day off work to […]

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How To Deal With Difficult Prospects

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How do we sell to people who we would describe as ‘difficult’? Have you had those occasions when you just think, ‘What have I done to deserve this prospect?’ We all have difficult clients sometimes. We don’t understand them; we can’t connect with them; they make us uncomfortable. We know, though, that we have to […]

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Five Ways To Gain Commitment

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We often get salespeople asking “What’s the best ‘close’ I can use?” or “How can I ‘close the sale’ more often?” Putting the emphasis on the ‘close’ can be a big mistake in the sales process. Too often, the salesperson will try to get the order and prescribe an answer before determining and diagnosing the […]

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Don’t Sell Products…Sell Results They Can Measure

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I’ve listened to more presentations from salespeople than I care to remember. Many have been superb, most average, some dire. Where I see most successful salespeople getting the orders is when they remember the prospect is simply not interested in you or your product. Your services after the sale are not high in their mind. […]

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