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Sales Interactions

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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The Best Way To Follow Up A Sales Call

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My teamĀ gained a good client earlier this year and have just learned that they are going to get more work from them in the near future. As normal, we asked the client why they chose us and why they have given us the extra business. Naturally, if we know what we’re doing right, we can [...]

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Using Robert Cialdinis Persuasion Techniques In Sales – Video Blog

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When we ask for things that we want others to do for us, many times we just ask for the favour or the request is made without outlining the reason for it to be carried out. Watch this short video blog on Robert Cialdinis persuasion technique to help improve influencing during your sales interaction. Happy [...]

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