Was That Face To Face Meeting Really Necessary?

Have you ever experienced this scenario? You’re on the way to the sales meeting with a prospect or client and you’re stuck in a jam. That one-hour journey swiftly changes into two hours. You frantically make calls to the client apologising for the delay as the sat nav screams at you that your life is inexorably ebbing away while you…

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7 Ways To Make Your Monday Morning Sales Meetings Buzz

Happy businesspeople in meeting

Why is it that many salespeople hate internal sales meetings? You know, the ones where everyone sits round a desk and covers off the trivia and very quickly get bored with the whole process because the only result is that the manager gets to criticise and moan about the current sales figures again? Meetings where everyone gets together should be…

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22 Ways To Critique Your Sales Meetings

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 it much before. I used…

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Here’s One Way To Inspire Your Sales Team…

Sales meetings are those events that can make or break a salesperson’s day. When they are encouraging and inspiring, they can build you up for the whole day and have you motivated to become the salesperson you really can be. When they’re dull and negative, they can set the scene for your performance for the same day. Sales meetings can…

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How To Take Effective Notes During A Client Meeting

Many salespeople ask us about the best way to broach the subject of taking notes in a client meeting. Some actually state they’re worried about asking or simply taking out their notebooks because it may put the client off or slow down the meeting. Also, some have asked whether it’s OK to use a tablet rather than a notebook, or…

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How To Spend The Five Minutes Before Meeting Your Prospect

Some salespeople relish meeting new prospects. They love the anticipation of the initial stages, are keen and eager to assess the business opportunities and are happy to build relationships that sometimes last years. Others are not so secure. They become nervous about the impression they are about to make and are concerned about saying or doing the wrong thing with…

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Guidelines For Asking The Best Quality Questions In A Sales Meeting

The brain is the most wonderful computer on the planet. In fact, it’s pretty much an insult to the brain to compare it to a computer. Even the most powerful computer built is left a distant second to the brain in efficiency ratings. The interesting thing about human brains is it is always searching for meaning.   When it’s faced…

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The Best Sales People Make Effortless Rapport, But It’s Not What You Think

Building rapport is the holy grail for many sales people. They think that if the relationship is cemented before they try to pitch their product, then they stand a better chance of successful outcomes. What do most people think ‘rapport is? Most think it’s talking about the weather, some photos they see in office or how last weekend’s sports events went. However,…

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How To Discover Needs At The Start Of A Prospect Meeting

In a previous blog post called “Why You Should Only Present Solutions To Needs & Not To Problems” I stressed the importance of presenting your solutions to the prospects needs and not just their problems. After all, a prospect can be faced with a BIG problem but have no real need or desire to fix it. So how can you…

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5 Video Meeting Mistakes To Avoid At All Costs

Are you using video meetings in your sales process? More and more companies are going down this route especially those that sell software, SAAS products and online services (such as online sales training). Sometimes it can save you a ton of time if you can jump on a video conference call with screen sharing capability and all that jazz! Do…

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