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

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 ‘Insanity is repeating the same…

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

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 most important to me’ and…

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The Mind-Set Of Sales Excellence

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 had signed him. Unfortunately, the…

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The Main Differences Between Successful & Failing Salespeople

I’ve had the privilege of working with many salespeople in my career and have seen a great number of successes gained by these highly-prized professionals. Sometimes, I’m asked what makes the difference between success and failure, and it makes me think about the salespeople who have seen great success in their careers and those who have failed miserably, barely able…

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The Golden Rule Of Sales

There isn’t just one rule of selling, of course. When many salespeople get together to chew the cud, the discussions often get round to comparing their best sales lines, closing techniques and high-profile customers. Ask any of them and they will share their ‘rules’ of success, their guidelines for improvement and their techniques for closing the sale. Coming up with…

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How To Guarantee Successful Results

I’ve always been a fan of quotes. These short, pithy sayings that bring to life ideas and deeper thoughts often are responsible for inspiring and driving greater performance and results. One that I have loved for many years is actually over 2000 years old. The great philosopher Aristotle is credited with this gem: “We are what we repeatedly do. Excellence,…

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Create Your Own Sales Genie

The old stories of the person walking across a beach and finding an old lamp that, when rubbed, releases a genie that gives you three wishes is exactly that….an old story. But wouldn’t it be great if you could have someone or something that you could turn to and grant your every wish. It would be a miracle, yes, though it…

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The Mindset That Keeps Problems Unsolvable

Problem-solving is a key skill for business people, and salespeople are no exception to this rule. Problems occur in many guises; they aren’t just restricted to what is going on when the customer is confirming their situation. Sometimes, salespeople face their own problems and they often become unsolvable…not because of the nature of the problems, but because of the mindset…

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Overcoming The Fear Of Failing In Sales

The sale is the most important aspect of any business. No matter what you make, no matter what service you deliver or what you do – unless you persuade enough people to pay you for doing it you don’t have a business.  Go on; try to think of a business, company or organisation that doesn’t need to persuade people to…

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The One Attribute That Makes A Big Difference

Salespeople often ask which is the most important skill they need to be successful in modern-day sales. Personally, I don’t believe there is just one skill that will put someone head and shoulders above the rest. But if I was forced to choose one skill, attribute, belief, characteristic or attitude that would serve a salesperson best in the new world…

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