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Prospecting Skills: How To Differentiate Between Wants & Needs

I went to lunch with a client  a week ago and they insisted we go to a very specific restaurant not far from his office, but still a brisk ten-minute walk. We passed several buzzing and vibrant restaurants on the way, but he was adamant that we go to ‘his’ favourite. I had no problem with this, even with the…

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10 Quick Tips On How Sales People Can Improve Their Listening Skills

It’s often said that you never learn anything when you’re talking, only when you’re listening. How true is that statement! But we often meet people who are poor listeners. They interrupt, they are full of their own self-opinionated ideas, they love the sound of their own voice and they seldom allow you to get a word in. Know who I…

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What ALL Sales People Must Do Before Getting Back To Clients

When working with clients’ demands, it is often seen that we react to their wishes quickly and efficiently. Or do we respond quickly and efficiently? Aren’t they the same thing? Don’t they mean exactly the same and they’re just semantically different? Well, not really, and it’s important to know the difference so we can choose which one to use. Have…

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Should You Appeal To The Prospect’s Pleasure Or Pain?

Very often, we ask companies to give us their marketing stance on their products and services and wait to see if they are appealing to us on a rational or emotional basis. By that, I mean do they highlight the reasons we should buy in a logical sense (our cars deliver 20% more fuel economy than competitors), or an emotional…

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6 Quick Tips On Staying Motivated During Your Job Search

No matter how good you are at your sales job, there are situations that we have no control over, and that includes the job market. If you’re in the unhappy position of looking for work, here are some ways that we recommend in order to keep yourself motivated:  Make sure you start every day effectively  Think about the actions you…

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Follow These 4 Steps To Become A Thought Leader

I had an interesting meeting a week back with a prospect I had never heard of. Here’s what happened: my team fielded a call from someone who was adamant they needed to speak to me, and me only. He was the Marketing Director of a large company here in the Midlands and he wasn’t going to put the phone down…

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6 Phrases You Must Avoid When Speaking With The Decision Maker

So, your company has spend gigillions of pounds or dollars on leads and passed them onto you. Your job is to seek out the decision-maker and make them say ‘yes’ to an appointment and ultimately sign up to buying your products and services. You pick up the phone and, when connected to the decision-maker, start giving them reasons why they…

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3 Quick Tips On Making Notes During Your Sales Call

One of my sales trainers had an interesting discussion with a sales team recently, where the team were seeking advice on how they could make their sales records less over-whelming. No-one had ever given them recommendations on how to make notes. The question has rarely come up, but it’s worth asking. Should you make notes on everything that has been…

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3 Useful Hints For Leaving Your Prospect A Voicemail

Do you get tired of phoning clients and, instead of getting through, get their voicemail? Yes, it can be frustrating, can’t it? And when you have dozens of them in your weekly call cycle, it can be demoralising and make you wonder if it’s all worth it. So what should you do when you get through to voicemail? To leave…

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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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