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Mastering The Art Of Knowing Exactly What The Customer Wants

What do you consider to be the greatest skill that any salesperson should develop to the level of excellence? Presentation skills? The ability to negotiate effectively? Prospecting skills? Although all these are definitely important, the key skill that salespeople always need to develop is the art of active listening. It really does set the average apart from the excellent. But…

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Here’s A Sales Challenge That Guarantees Results…

Occasionally, I set a challenge to my sales team and they enjoy it as much as I do, as it stretches them but it also challenges them to do something they should be doing on a regular basis anyway. It’s a challenge in which everyone wins…the team, everyone around them and also our clients. It’s risk-free, costs nothing and motivates…

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8 Traits That Will Transform You From Salesperson To Trusted Consultant

Most salespeople we see on our courses like to consider themselves as consultants rather than salespeople. They tend to think that salespeople get tarred with the same brush and like to think they can rise above this label and be viewed as a consultant because it sounds better to prospects and looks better on their business card. But when we…

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A Great Sales Lesson That Will Make You Memorable To Your Customers

There was a story going around the internet that was probably apocryphal, but I like to think it was true, as it gives a valuable lesson in sales, if not in life generally. A university student at a business school was carrying out his final exam when the last question came up. It simply asked: “What is the first name…

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How To Look REALLY Stupid In Front Of A Customer

My team and I often discuss the skills of top salespeople and how we admire their abilities to turn difficult situations around. We’re always seeking best-practice ideas that helps customers to improve their results, or increase their profits. The increasing pressure that top salespeople are under to achieve results makes it even more commendable that they are able to get…

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5 Keys To Becoming Your Customer’s Trusted Partner

If you’re in any kind of sales position, you really want to make buying and using your products easy and profitable. That’s the real reason why people buy them in the first place; to make their lives or their businesses run smoother. Unless you’re selling transactional, one-off items that will never be repeat buys, you want to build up some…

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How To Present Solutions That Make The Prospect Think Differently

When salespeople present their solutions to prospects, they seldom see the whole picture. What I mean by this is that many salespeople see their product or service and present it from their own perspective. That is, they determine what are the features and benefits the product will bring the prospect or their business and talk about them. A few salespeople…

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Use These DVP’s To Blow Your Prospect Away

When salespeople approach new or existing clients, there is always a form of anticipation, as they wonder how their ideas, products, services and offerings will be accepted by the potential buyer. On occasions, we see them very well-prepared, identifying goals and objectives before making the call, eyeing up opportunities that might present themselves. At other times, it seems like there’s…

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6 Buyer Tactics That Will Slash Your Margins

We often talk about the selling skills required to deal with today’s complex and competitive market place. Those skills normally revolve around the abilities of salespeople to achieve specific sales objectives and deal with objections or negotiate a better deal. However, we seldom look from the perspective of the training that buyers receive and the tactics that they may use…

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The 6 Main Components That Create Sales Excellence

Excellence is a word that is bandied about so much these days that it can often lose its meaning or its differentiation. The dictionary defines it as ‘being exceptional, being superior in some way, achieving extreme merit, preeminence or distinction’. When we use the term, we commonly confuse it with something that is just better or an improvement of some…

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