Sales Tips

NEVER Ask This Question While Closing the Sale

You can find a ton of material on terms, phrases and magic words to use while attempting to close a sale.  Some closing statements and remarks may be very helpful and some may make no difference.  However, one question is extremely damaging and will often kill the sale. “What do you think?” While this question may seem harmless and necessary,…

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Use These 8 Basic Strategies To Jump Start Your Sales

So, you could do with making some more sales and need a jump-start – but where do you start? Well, I would recommend that you optimise what you are currently doing by taking a look at the following: Number 1 If you are making calls to arrange appointments analyse your scripts and put yourself in the position of the prospect…

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Use These 3 Cross Selling Questions To Generate More Business From Existing Clients

People who manage sales have to achieve growth. There are different ways that this can be achieved: Sell more to existing customers Prevent existing customers from going to a competitor Find new customers Sell new products For many people in sales the challenge is to grow their customer base by finding new customers. However, what many salespeople fail to recognise…

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The Top 10 Sales Blog Posts Of 2016 – As Voted For By You!

2016 has been a strange old year – if you thought Brexit was enough we were then Trumped by the States later in the year! We’ve brought you bi-weekly tips all year long and will continue to do so again in 2016! From sales management to prospecting, we have tried to cover as many bases as possible to improve your overall…

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19 Steps Sales People Must Take If Everything Seems Like It’s Going Wrong

It’s easy to be content and consistent when things are going great. You’re on a roll, nothing seems to be too much trouble and success is around every turn. Oh, if things could always work out how we want them to. But because of imperfect procedures, human error or simply bad luck, we often find things going wrong and having…

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6 Quick Steps On Expanding Your Industry Knowledge & Awareness

How long have you worked in your industry? That’s your history, and for many people it’s all their history. In other words, they have just one or two perspectives on the world of work and business. I have the privilege of training and consulting with many industries and it allows me to see things from so many points of view….

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Embrace These 2 Sales Concepts…Or You’ll Get Left Behind

There are two concepts that are going to have a radical influence over the next 10 years of business, and unless we embrace them, we are going to be left behind by those individuals and companies who do. The first is the management of change. As the saying goes, change is the only constant. But today’s successful leaders not only…

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3 Small Tweaks That Will Enhance Your Sales Performance

I came across a great quote the other day from Jeff Gitomer, the proficient sales writer from the States. He said that ‘Great salespeople aren’t born or made; they evolve over time based on their dedication to excellence and their willingness to serve’.  This struck me as a great philosophy to live by, and I just want to highlight three…

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4 Quick Tips On Increasing Your Longevity In Sales

The average life expectancy of a multinational organisation is approximately 40-50 years. So says Arie De Geus in his book ‘The Living Company’ (Boston, Harvard Business Press). He based this premise on a survey of corporate births and deaths, and it shows the massive changes that business and organisations go through during their relatively short life-times. In fact, he also…

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3 Small Components That Will Elevate Your Sales Success

I came across a great quote the other day from Jeff Gitomer, the proficient sales writer from the States. He said that ‘Great salespeople aren’t born or made; they evolve over time based on their dedication to excellence and their willingness to serve’.  This struck me as a great philosophy to live by, and I just want to highlight three…

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