Sales Mindset

7 Ways To Make Your Brand Stand Out Against The Competition

Brand is often described as ‘a variety of something distinguished by some distinctive characteristic’. Apple’s brand, for instance, is characterised by the statement ‘Think Different’. It creates a label in people’s mind that attracts them and builds trust in the product or services. No matter what your brand is, you can make it stand out against competitors by putting the…

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3 Quick Tips On Opening Up Your Prospect & Uncovering Their Pain

Many of you will have seen the great film Glengarry Glenross, about a team of has-been salespeople who try to make it big in a small town. They have a visit from their boss one evening, played by Alec Baldwin. Baldwin’s character  tells the team about the ABCs of sales. He says ABC stands for Always Be Closing. This is …

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How This Small Change Of Mindset Will Smash Your Sales Targets

I was talking to a sales manager recently, who was concerned about one of his salespeople. This person was suffering from a negative mind-set, where if he didn’t sell or at least get the appointments he wanted, he felt very demoralised and actually called himself a failure. This happens regularly, where a person’s self-esteem and self-worth are linked to their…

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3 Essential Traits That Elevate Your Credibility In Sales

We are supposedly exposed to over 5,000 marketing, advertising and other types of messages each day. Personally, I think it’s a lot more, especially when you think of how many emails we get! What does this mean to a hard-working, stress-induced salesperson? Well, it could mean that when you approach any new prospect, you are fighting ever harder to even…

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The Complete A-Z Guide To Success In Sales

There is a saying that goes: “Many people want to have before they be and do. The truth is that you need to be and do before you have.” I’m sure you’ve heard people say that they will do things they want to do and be the kind of person they want to be when they have the things that…

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4 Steps To Become More ‘Sales Savvy’

Being sales savvy is to have the business acumen, practical knowledge and active ability to carry out your sales job effectively and efficiently. Most salespeople would mark themselves fairly high when asked if they are savvy when it comes to selling. Very few would admit they don’t know how to promote their products or are unable to improve in their…

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How To Turn Failure Into Success In Sales

Let me say something that, on the face of it, may sound puzzling. You learn more when things are going badly than when they are going well. Go on, admit it…that’s an interesting statement (even if you don’t agree with it!) What I’m referring to is the fact that no-one goes through life being successful every time. The only way…

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6 Ways To Accurately Measure How You Differentiate From Your Competitor

Today’s world is merciless if you don’t match your competitive offers and design quality. The business road is littered with companies who have failed in their attempts to launch or develop product or service offerings that fell short of the competitions. How can you differential effectively against your competition? What can make you stand head and shoulders above them so…

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Looking At Sales Success From A Different Perspective

One of my team has been running a successful sales programme for a large international client and, during one of our recent meetings; he mentioned how the client’s sales teams have been intrigued by our perspective on selling in the 21st century. Many sales programmes put the emphasis on the sales process and how we should present solutions based on…

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

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 what would happen if something…

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