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Sales Meetings

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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How To Contribute Effectively To Your Sales Meetings

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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 […]

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How To Find The Prospect’s Decision-Making Process

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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 […]

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

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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 […]

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The Transition From Small Talk To Real Business In A Meeting

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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 […]

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