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Sales Mindset

How To Be “Switched On” When It Comes To Your Sales Approach

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I once owned an old house and had to have it rewired. The electrics were basically shot and the place could have been a firetrap if I didn’t have something done pretty quickly. The electrician worked hard to ensure everything was correctly done and, thankfully, he did an excellent job. I asked him to explain […]

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Who Do You Compare Yourself Against When Judging Your Own Performance?

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The European Athletic Championships have just finished and it was great to see these athletes competing at the highest level. I’m amazed how some of these runners can perform the way they do and hardly be out of breath at the end. If that was me, I’d have collapsed in a heap just after the […]

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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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