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Sales Interactions

22 Ways To Critique Your Sales Meetings

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One of the best salespeople I ever worked with gave me a hint into his working life and what made him so successful. He once said to me, “Sean, what do you do after a sales meeting that ensures the next one will be even better?” That question struck me because, basically, I hadn’t considered […]

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Ask Open Or Closed Questions? I Don’t Care!

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Asking questions; probably THE single most important skill that you can possess as a sales professional. I’m sure you’ve attended courses in the past that cover questioning techniques and their use in the sales discussion. Many times we are told that ‘open’ questions (the ones that start with why, what, when, how, where, who, etc.) […]

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Dealing With The Different Levels Of Stakeholders In The Buying Company

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You’ll be well aware of the different levels of stakeholders in the companies you are dealing with. It will be good to categorise these so you can plan how to make each of these levels’ lives easier so it makes sense for them to choose you. The different levels will be involved in the search, […]

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6 Methods To Discover What Your Customer Really Thinks About You

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One of my trainers had an interesting conversation with a salesperson on a recent course. The discussions revolved around how close we should get to a customer’s business and whether there is value in knowing how the customer really thinks about us. The salesperson agreed up to a point but said he didn’t know how […]

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How To Persuade The Customer To Make The Correct Decision

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It’s often considered that the ability to be able to persuade someone to make a decision is a key skill in a salesperson’s armoury. For many, it means that you can sell something that maybe the customer hadn’t thought they needed and in many circles it can be an added advantage. But we need to […]

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