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What To Do When Waiting For The Prospect

So, you’ve done all the hard work in preparing for the visit to your prospect. You’ve got all the materials you need, the traffic’s been ok and you’ve arrived on time. You ask for the prospect at reception and you’re told that you will be collected in a few minutes. What can you do during this phase while you’re waiting?…

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How To Contribute Effectively To Your Sales Meetings

Be honest. How much do you REALLY LOOK FORWARD to your sales meetings with the boss? Chances are your immediate response ranged from ‘somewhat’ to ‘I’d rather have root-canal work done!’ Why do many sales meetings end up being a rehash of the “same-old same old”, with the end result being a mixture of ‘glad that’s over’ and ‘let’s get…

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How To Find The Prospect’s Decision-Making Process

How many times have you been in discussions with a prospect and got on well, only to find that they don’t have the authority to make a decision? It happened to me a number of times when I was first selling MTD’s services. Then it hit me that this was an obvious question that should come up early in the…

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A Quick Answer To ‘Tell Me About Your Company?’

A lot of salespeople are proud about their company and the products and services they sell. This gives them confidence when it comes to discussing options with their prospects, because they feel happy to share their knowledge and information about everything they know. But when a prospect asks about your company, it can be tempting to launch into a whole…

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The Transition From Small Talk To Real Business In A Meeting

This is an interesting question that came up in one of recent sales courses. The sales person wanted to know if there was an ideal time period to spend on idle chit-chat (or rapport-building, as he termed it) before getting into the meat of the meeting. He felt that sometimes he sounded as if he was avoiding the real issues…

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How Do You Know You’re On The Right Track?

Sales is an unpredictable profession at the best of times. You may be up one moment and down the next. And a lot of the unpredictability comes from the ‘not knowing’, the lack of clarity of where you are in the selling cycle or what is actually happening during the sale. How do you know when things are actually going…

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3 Key Ingredients For A Successful Sales Meeting

A great sales meeting can uplift the sales team, create sales momentum and stimulate teamwork and unity. While creating a good sales meeting is not easy, it is quite simple. Integrate the following three key ingredients, and you will have better success in your sales meetings! #1: Educate Uncover Problems and Pain Just as when dealing with prospects, with your…

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3 Major Sales Meeting Mistakes

You constantly hear about all of the great and positive things you can do to conduct a successful sales meeting and all of the inspirational tips and motivational tricks you can use to help encourage and train a sales team. However, for every positive action that can inspire, there is an equal and opposite negative action that can destroy any…

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Do Not Take Your Best Sales People For Granted

Ok, when the sales person started with your firm, you thought that he or she was a prodigy. You then invested the time and money to get the sales rookie up to speed. You eventually established difficult, yet achievable goals and quotas. A Big Deal Finally, the sales person began to hit the mark. The first few times that happened,…

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In Sales Management, You Reap What You Sow

Every sales manager, supervisor, director or otherwise frontline sales team leader, wants to have and develop a great sales force. Everyone wants eventually to have a sales team made up of superstar sales people. We all want that sales crew in where every sales person is a high-level, top performing, consultative, executive-level super sales person. However, I am continually surprised…

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