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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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Lose The Projector – Connect Instead With The Prospect

We’re often asked to help salespeople put slides together for their presentation to prospects. Some ideas salespeople have are brilliantly creative; some are as boring as the proverbial wet weekend. Naturally, we help out whenever we can and everyone is grateful for our advice on how to improve their presentations. However… The first question we always ask is ‘Why are…

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Is Your Sales Presentation Matching The Buyer’s Needs? – Video Blog

When it comes to product demonstrations, many sales people fall into the trap of carrying out a a one size fits all presentation with a prepared monologue of what makes there product the best on the market.   What can you do to put a demonstration together to make a real difference? Watch this short video on making your sales…

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Sales Tales: How Stories Can Increase Your Sales Success

‘Let me tell you a story…” I remember my mum using those words many times, and it used to grab my attention as I was whisked away into far-off lands, awed by mythical creatures and fairy-tale events. I was hooked on those stories, as they helped to generate ideas for play and increased my creative thinking skills. Stories are the…

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