Apply These 8 Characteristics To Boost Your Sales Success

How would you define success? More importantly, if someone were to ask you what are the key components of success, would you be able to list the top eight? Richard St John,researcher, marketing guru, and CEO speechwriter, writes about 8 keys to success and I’ve listed them below with some comments for sales consultants in how to apply them. The…

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5 Factors That Prevent You From Being A Sales ‘Nearly Man’

One of my friends likes a flutter now and again. Oh, he’s not a bona-fide better, just someone who now and again enjoys taking the risk of seeing if his horse can beat the others. There’s one big problem. He always bets on the horse to place. When you place a bet on a horse to win, your bet pays…

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How Sales People Get Beyond First Base…

Many sales people ask us for that ‘one thing’, the idea that will solve all their problems and enable them to hit their goals every time. The ‘magic pill’ if you like, that will make them their sales managers’ dream machine. Sorry, but there isn’t just one thing that will make you successful. But if there is one bit of…

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How To Respond To “Why Should I Buy From You?”

Look up the word ‘commodity’ and you’ll find definitions like “a basic good used in commerce that is interchangeable with other commodities of the same type” or “a type of widely-available product that is not markedly dissimilar from one unit to another.” Another definition may be, “a product that is the same as other products of the same type from…

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Use This Simple Call To Action To Shake Up Stale Deals

Many times you will send a message to prospects and they will be deleted or thrown in the bin before being opened. They are simply not interested in being sold something via email or through marketing blurb. Others may open your message and read it before again throwing it away or deleting it. One technique that seems to work more…

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The 8 Main Obstacles ALL Sales People Must Overcome

Dr W. Edwards Deming was an American engineer, statistician, professor, author, lecturer, and management consultant – an all-round clever guy. He is regarded as having had more impact on Japanese manufacturing and business than any other individual not of Japanese heritage. So , he might be someone we could learn from. I came across a list of what he called…

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4 Ways To Prevent Post Sales Training Stagnation

Most good sales managers recognise the need to develop their sales teams and these managers often see the rewards that come from training their staff to build skills and attitudes. Oftentimes, though, the changes and improvements are short-lived and the return to the ambient levels of performance shows that the investment hasn’t been as worthwhile as originally thought. How can…

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The Top 10 Sales Blog Posts Of 2015 – As Voted For By You!

It’s that time of year where we look back and see what we’ve achieved this year and, at the same time, look forward to next year. We’ve brought you bi-weekly tips all year long and will continue to do so again in 2016! From overcoming objections to cold calling, we have tried to cover as many bases as possible to…

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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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