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So,Your Point Of Contact’s Left…What Now?

I’m sure you have many clients, or even advocates, who have been doing business with you for some time. And it’s possible that you have built up a good relationship with the buyer you have been dealing with. They are good for references and testimonials. They offer help when you need it. They keep you informed proactively of changes happening…

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How To Respond When The Prospect Asks For A Discount

No doubt you’ve often got to the point in a conversation where the issue of price has been brought up. You’ve presented the product or service and the prospect has shown interest. You’ve discussed the value you could offer and the prospect has agreed that the product is right for them. Then comes that moment many salespeople dread. The prospect…

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Was That Face To Face Meeting Really Necessary?

Have you ever experienced this scenario? You’re on the way to the sales meeting with a prospect or client and you’re stuck in a jam. That one-hour journey swiftly changes into two hours. You frantically make calls to the client apologising for the delay as the sat nav screams at you that your life is inexorably ebbing away while you…

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Use These 7 Questions To Present Your Solutions Effectively

One of the keys to being successful at sales is the ability to understand who in the buyer’s organisation needs to be convinced you have the best product or service that will enhance their future business. They won’t buy because you are cheaper than the rest or best value; they’ll buy because you will provide the solutions to take their…

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What All Sales People Must Do Before Asking For Referrals

Referrals have often been called the solid gold introductions for future sales, because they offer something of much greater value than cold calls or informal introductions. Referrals are like gold as the results of good referrals are easy to measure and quantify. The clients you are working with are to be mined for introductions and recommendations, so the old sales…

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The 8 Main Obstacles ALL Sales People Must Overcome

Dr W. Edwards Deming was an American engineer, statistician, professor, author, lecturer, and management consultant – an all-round clever guy. He is regarded as having had more impact on Japanese manufacturing and business than any other individual not of Japanese heritage. So , he might be someone we could learn from. I came across a list of what he called…

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A Sales Lesson From…Bird Droppings?

I read an amusing story recently that made me think seriously about being a victim of circumstances and the attitude we should have about things. Apparently, reports had been coming in about a massive pile of bird droppings that had been building up at the Amherst Town Hall attic area, in Massachusetts, USA. Naturally, this was causing a health hazard,…

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4 Quick Tips On Gaining More Referrals Than You Can Handle

One area where many salespeople fall short is the gaining of referrals from their clients. Many simply forget to ask; others think it’s an imposition that might put the client under too much pressure. Whatever the reason, there’s no doubt that getting a referral from an existing client is the surest way of getting an introduction to a new potential…

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How To Increase Your Chances Of Losing The Sale By 400%…

I’m sure we’ve all been told how important it is to follow up on leads and get back to enquirers as soon as possible. It still baffles me why some people take days to get back to prospects that have enquired on their website. For example, one of my team sent an email to a car dealership enquiring about a…

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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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