What To Do When Your Experienced Sales People Have Lost Their Edge


They were once the sales people that you could rely on every month to pull in the numbers for you. But now for some reason they have gone stale. They seemed to make it look so easy but for some reason they’ve either lost their motivation, their hunger, skills or all of them! So what can you do to reignite…

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How To Use Silence When Answering Objections


I’m asked for phrases on how to respond to objections all the time. But one phrase you could try is by responding by saying nothing! “Your prices are too expensive” says the prospect. You respond with…… Nothing! All it will take is a nano second of silence and the prospect will feel the need to fill in the silence and they…

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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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5 Steps To Nail Your Sales Job Interview

This is a guest blog written by Stephanie Earle from Simply Sales Jobs Job interviews are often a nerve-wracking prospect, especially if it’s a job you’d really love! Don’t be daunted by the prospect, as a salesperson you’re in the perfect position to smash it – just treat your interview as a sales pitch.   1. Do Your Research  You…

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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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4 Ways To Push The Buying Button Inside Every Buyer’s Brain!

buy buttons

Every person you have ever met has a strategy they use to make decisions. Whether it’s to go for a particular food or to choose a particular career, the way people decide is hard-wired into the parts of our brains that are designed for the job. Scientists realised long ago that we have, not one brain, but three. Understanding the…

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7 Ways To Build Value In The Customer’s Eyes (Psst..It’s Not Always About Money!)

building up value

A recent straw-poll that we carried out with a series of buyers showed a interesting fact about how salespeople approach concerns that those buyers have. We asked the question concerning how often salespeople resort to lowering their prices when price wasn’t really a concern. Fully three-quarters of the respondents (74%) said that this happened most, if not all, of the…

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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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When Your Customer Asks You To Match Your Competitor’s Price…

looking at price

You’ve been there many times. You’ve convinced the customer that the product is right for them and the quality is just what they want. Then the bombshell hits – they start talking about price. Price is always a mirror of the value the prospect places on the solution, so if they don’t see the value, the price will always seem…

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Use These 6 Questions To Sway The Over-Cautious Buyer

over-cautious buyer

The types of decisions people make can vary from person to person, based on many factors. These can include concepts like time available, causes for concern and other resources’ availability. But these days, one type of decision-maker can cause concern for even the best salespeople, and that type is the analytical and cautious thinker. This type of person is a…

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