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Sales Meetings

How To Discover Needs At The Start Of A Prospect Meeting

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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 […]

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5 Video Meeting Mistakes To Avoid At All Costs

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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. 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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You’re Kept Waiting For 45 Minutes & Then Told You’ve Only Got 30 Minutes – Now What?

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So you’ve really done your homework on this new prospective client. You’ve put in hours of preparation for this meeting and you’ve set off early to travel the 120 miles to meet with them. And because you hate being late you rock up an hour early and you pop into McDonalds for a quick cuppa. […]

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How To Create A Feeling Of Dissatisfaction In A Prospect

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Have you spoken to prospects and they’ve said ‘Thank you, but I’m happy with what I’ve got’? This is the single most common response to salespeople today, in person or on the phone. the prospect has no reason to change because the product or service they’re using is working just fine, or it provides everything […]

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What To Do When Waiting For The Prospect

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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 […]

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