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Sales Mindset

Why Do Salespeople Talk Too Much?

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A few years ago I was privileged to hear an American speaker discuss what were the worst habits that salespeople displayed. Among some of the answers that came up were poor listening, presenting the products too early and having a different agenda to the customer. But one habit that shone out above most of the [...]

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The Seven Habits Of Sales Excellence

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Stephen Covey is, and always will be, one of the most influential figures not only in my life, but in many people’s lives I know. His death tragically cut short an input to humanity that will never be forgotten. His seminal work in the late eighties/early nineties took the business world by storm, and still [...]

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The One Quality That Will Improve Your Results Overnight & In The Long Term

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We’re often asked what salespeople can do to improve their results. Naturally, there’s no one answer that fits all, but there is one thing that we see that definitely has an effect not only on the way salespeople work but also the results they achieve in the short and long term. You’ve heard the phrase [...]

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The Last Call Of The Day – Why It Is So Important

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What’s the best part of the day for you? Be honest! Some answer that question with ‘the call where I get an expected yes!’ or ‘the time where I have the time to catch up on important things’. Others will say ‘the time when I pack up and go home to the people who are [...]

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The Mind-Set Of Sales Excellence

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There was once a footballer who had a great game. His forward play was faultless, his precision applauded and his deft touches sublime. He hit a superb hat-trick and was fated all round the world for his performance. An English premiership manager saw the player, had his agent approached and within a couple of weeks [...]

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