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Digging Deep to Find the Gold – The Art of Asking Quality Questions in a Sales Call

I once read of an expedition to find hidden treasures in the Middle East. Rumour had it that wealth beyond compare had been buried in caves by ancient people who had been trying to escape war-mongering looters. The surveys carried out had revealed there were indeed treasures to be found beneath the surface of the ground in the caves that…

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Why Do Salespeople Talk Too Much?

A few years ago I was privileged to hear an American speaker discuss what were the worst habits that salespeople displayed. Among some of the answers that came up were poor listening, presenting the products too early and having a different agenda to the customer. But one habit that shone out above most of the others was the inability to…

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Beyond Questioning and Listening – How To Build Partnerships

Many salespeople tell me that the greatest skill they can develop is that of excellent communications. And I would agree. Unless you are excelling at this most vital of skills, you risk missing many opportunities that exist out there. However, most salespeople we train overestimate the quality of their communication skills, some by a vast amount. If I were to…

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Mind the Gap: Increasing Sales Through Identifying Potential Opportunities

Many salespeople are getting the message that the customer is not interested in their products and services. They are only interested in the outcomes those products and services will provide for them. Your job is to identify how you can assist your customers achieve their goals, and the clearer you can show your prospect the results your products will provide…

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