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6 Quick Tips On How Sales People Can Gain The Competitive Edge

Many salespeople have left their personal and career development up to their company, and that’s not a good thing. Your company and boss are up to their ears in working on the urgent stuff, the everyday minutia that keeps the business going. Rarely do they devote much attention to the future-focussed big picture that includes your specific development opportunities. Discussions…

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Use These 6 Opening Statements To Make Your Sales Interactions More Effective

Last time, we discussed how your ‘elevator speech’ could be full of mistakes and not do what it’s supposed to do, i.e. open your conversation effectively with a prospect. We covered six of those mistakes and why they shouldn’t be used early on in your discussions. Here, we cover how the elevator speech should actually be the foundation for a…

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6 Components That Add Up To A Sale (And How To Utilise Them…)

We often get asked for the Holy Grail of selling, that one thing that would increase sales exponentially. Without being patronising, we say there really isn’t just one-size- fits-all when it comes to sales. But there are a series of components that, when applied together, help you achieve the sale more often than not. To check if there is a…

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The 6 Most Common Mistakes Salespeople Make In Their Opening Discussions

You’ll have heard of the ‘elevator speech’, that first few seconds’ introduction that can make or break a conversation you have with a prospective client. It’s called the elevator speech because it normally takes the same amount of time you’re in an elevator to make a first impression and make someone think it’s worth having a conversation with you. What…

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How This Small Change Of Mindset Will Smash Your Sales Targets

I was talking to a sales manager recently, who was concerned about one of his salespeople. This person was suffering from a negative mind-set, where if he didn’t sell or at least get the appointments he wanted, he felt very demoralised and actually called himself a failure. This happens regularly, where a person’s self-esteem and self-worth are linked to their…

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Use This Example To Get Prospects To Return Your Voicemails

I had a voice-message left on my phone last week from a sales call. There were basically two things wrong with it. The first was the caller didn’t say who he was or the name of the company. I had no idea who it was. It was just an introduction to his product. Secondly, he garbled his telephone number in…

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Use These 2 Techniques To Guarantee Appointments With The Prospect

You will have known for some time that the ideas of selling have changed over the years, so that the emphasis is now less on the process of sales and more on the processes the buyer goes though in making the purchase. Much has been written about the mind-set of the buyer and how they make decisions. Our job in…

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10 Quick Tips On Gaining The Ultimate Competitive Advantage

Sales is one of the most fluid of industries, mainly because of the massive amount of changes that it has been involved in over the years. The only consistent factor that has existed has been change. Thinking about what has to happen for a sales consultant to be successful, one thing that naturally comes up is their ability to achieve,…

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Can You Sell Your Product Without A USP? Here’s How…

In days gone by, many companies used to rely on their USPs to carry them through. They touted their Unique Selling Points as their main competitive advantage and they proved to be very effective when prospects were searching for answers to their problems. As time has passed, however, the unique offerings companies had have been copied and surpassed by other…

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Here’s Why Customer Satisfaction Is WORTHLESS

I’ve just finished reading Jeff Gitomer’s book “Customer Satisfaction is Worthless, Customer Loyalty is Priceless” and I’d really recommend you get a copy if you’re in customer service. It offers some interesting insights into service and some great stories that resonate in many areas. It got me thinking as to why I’m loyal to some companies and not to others….

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