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Sales Tips

Has The Modern Buyer Changed Or Is It Just BS?

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In recent years the balance of power between buyer and seller has swung dramatically in favour of the buyer. Sellers are now faced with more professional, more knowledgeable and more powerful buyers – and the sales techniques used in previous years are no longer working. The old sales techniques around how good the products and […]

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Everything is Expensive….Until You Want It

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Many of our clients have products and services they are proud of, and we are proud to work with them as clients. Many of their salespeople have been on our programmes and have proved themselves to be effective at improving their abilities in many areas. There’s one specific area, as you can guess, that always […]

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Buyers Don’t Buy What You Sell….Buyers Buy What Will Change Their Future

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In many salespeople’s minds, the most important thing they need to improve is their product knowledge. They think that if they have an in-depth knowledge of everything their product does, they will give their prospect confidence that the information they are able to convey will make them choose their solution. Our discussions with buyers, however, […]

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Use Exactly This Phrase At The End Of Your Fact Find

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I love experimenting with new phrases and sales approaches – it’s the name of the game! I’ve been toying with a phrase to use at the end of a fact find and before you present your solutions or go away to draft up a proposal. It’s really important to make sure that you’ve covered everything […]

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Negotiation Tactics To Look Out For: “The Nibble”

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You’re nearly there. The sale is drawing to a close and you’ve been negotiating back and forth. You can see the light at the end of the tunnel and finally the relief comes over you as they say “Right, let’s do this” But at that very moment when your adrenalin is pumping and your body […]

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