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The Sales Force Awakens

I hope you had a fantastic Christmas and welcome to 2016! If you’re like me, I have been champing at the bit to get back! Working in sales can take its toll over the year so I always use the festive period to take a step back and to prepare mentally and physically for the challenges that are on the…

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3 Essential Traits That Elevate Your Credibility In Sales

We are supposedly exposed to over 5,000 marketing, advertising and other types of messages each day. Personally, I think it’s a lot more, especially when you think of how many emails we get! What does this mean to a hard-working, stress-induced salesperson? Well, it could mean that when you approach any new prospect, you are fighting ever harder to even…

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Here’s Your 2016 Sales Planner

Sales Success

It’s coming up to that time of the year where we review what we’ve accomplished in 2015 and look ahead to 2016. To that end, I have created a special report that will help you and your sales teams to be better prepared for the challenges that await in the year ahead. To download your sales planner, please click on…

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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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Why USP Is No Longer ‘Unique Selling Proposition’…

Whenever salespeople start talking about their products to prospects, the inevitable question about ‘what makes you different?’ will always crop up. Prospects want to know that they are getting a great product at a great price with great back-up. In value terms, they don’t want to regret a decision afterwards. When you are asked ‘what makes you different?’, how do…

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16 Questions That Will Help You Understand The Buyer’s Perspective

Recently, I had the privilege of attending a dynamic presentation evening with one of our prized clients. They continue to test us and our services, which is great as it means we learn with every step we take with them. Part of our relationship involves identifying their specific needs even before they realise they have them. It’s all part of…

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How Do You Decide Whether This Prospect Is Worth Your Time & Effort?

It’s a tough question, this one. Your prospect has gone out to tender or has asked other companies as well yours to present their solutions. They are someone you would like to work with but you’re aware the competition will undercut you or offer something of greater value than you, so you think. Is it worth competing for the business? …

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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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7 Ways To Make Your Monday Morning Sales Meetings Buzz

Happy businesspeople in meeting

Why is it that many salespeople hate internal sales meetings? You know, the ones where everyone sits round a desk and covers off the trivia and very quickly get bored with the whole process because the only result is that the manager gets to criticise and moan about the current sales figures again? Meetings where everyone gets together should be…

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Use These 5 Icebreakers To Gain The Most Info From Your Prospect

Building sales rapport

When you have your first meeting with your new prospect, it is vital that you make a good impression, as this will create the impact that will determine the opinion of the prospect to both you and your products or services. Having witnessed quite a few initial meetings myself, it often puzzles me why salespeople don’t think this stage of…

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