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4 Principles All Sales People Should Ditch Immediately

The dictionary defines philosophy as ‘a system of principles for guidance in practical affairs.’ When we philosophise about something, we think deeply and critically about the way things are and how they should be. In sales, we have many philosophies about how customers buy, how we should sell and how businesses are run. Here are some that we would do…

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Here’s An Important Lesson For All Sales People From Starbucks

Last week, one of my trainers and I were on our way to visit a prospect when we stopped off at a Starbucks for a drink. We ordered our favourites and sat down.  I was just looking around while we waited for our drinks to be delivered to our table, when I noticed the pricing on the menu on the…

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5 Steps To Pick Yourself Up After A Lost Sale

Imagine the scenario – you’ve invested heavily in time and effort into something you wanted badly and were counting on succeeding, like closing a big deal. In spite of all your great efforts, you’ve now been told you weren’t good enough. You finish the conversation or reading the email and sit back and reflect. What’s the best way to deal…

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The 3 Main Traits Of The World’s Worst Salespeople

Asleep at work

We often conjecture at what great salespeople do to create the status of being ‘great’. If, however, we were to study those people who are not so good, we can actually identify habits that act as warnings for us and enable us to avoid those activities that take us in a wrong direction. One dictionary defines ‘trait’ as ‘a distinguishing…

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If All Else Fails, Follow These 6 Golden Sales Tips

I believe in giving my sales team a lot of my time. Why? Well, I believe it’s an investment. And it pays off BIG TIME!  Coaching my team is one of the most valuable ways of spending my time. Whether it’s for input into a proposal, how to approach a prospect or how to structure a deal – I’m there…

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7 Ways A MasterMind Group Can Make You A Superior Salesperson

Executive Office Chair

Growth and progress are two of the fundamental attributes that mark out a successful salesperson. As the only constant in business is change, it makes perfect sense to create opportunities to enhance your skill-sets and abilities, building on your sales and business knowledge so that you keep ahead of the competition and drive your career chances forward. So, what is…

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6 Essential Strategies To Follow When You Lose A Sale

losing sales

I had the privilege a few years ago of coaching one of the best salespeople I had ever worked with. He wasn’t particularly gifted; he just did so many things absolutely right and proved that the only place that success comes before work is in the dictionary. We discussed many topics, especially relating to what kept him so motivated and…

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How To Improve Your Lead Engagement Process

Customer Engagement

There’s more to lead generation than just cold calling. Nowadays most companies have an inside sales team of some sorts that react to incoming calls and other engagement opportunities. In today’s world, it’s necessary for you to combine your outgoing strategic prospecting with identifying ways to engage with people who are providing you with incoming leads. It’s the engagement of…

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How To Overcome 3 Main Limiting Beliefs In Sales

I remember seeing a psychologist on TV talking about how he worked with people on how to change their lives for the better. He succeeded with some people and had not such big success with others. When asked what made the real difference and what caused them, he said it really boils down to the belief system of the individual….

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The 7 Habits Of Highly Ineffective Salespeople

Our brains are wonderful things, in that it always tries to find the best for us. We can justify every and any action we take simply by identifying some kind of gain for us or achievement we attain. When we are happy to carry out some task without even thinking about it, we call that a ‘habit’, i.e. something we…

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