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Structuring A Winning Sales Call

Rather than allowing the prospect to take control of the call, we need to play a pro-active part in the sales call, so we can show the prospect what is best for their business. Think of yourself being the pilot of a plane. You have control of all the equipment, you make the moves, you determine the result of the…

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Solving Prospects’ Problems The Easy Way

The salesperson of today is a problem-solver who works in conjunction with the prospect to identify any issues that his organisation has and then uses that information to present solutions to the prospect’s problems or situations. Before you make your sales presentation, the tricky part of this situation is ensuring that the problem that the prospect is attempting to solve…

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Is Your Prospect Satisfied With Another Supplier? Here’s How To Change That

A family friend told me recently how she had a total change in the way she viewed her job, and asked me if I could help her get back the motivation she once had. Naturally, I helped her out. But her story got me thinking about how we, as salespeople, can help prospects make changes too. Here’s her story…To keep…

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How To Build Your Sales Pipeline in 2013

On my first day at work, I was given a list of people to call and a phone. I was told that the more people I called, the more success I would have. Well, although it was a partly successful , I soon realised this was not the most effective way of getting sales! Simply having a list developed by…

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The 3 Most Costly Prospecting Mistakes

Below are three clear and simple mistakes that sales people routinely make while prospecting. Prospecting mistakes are the most costly problems because most sales people and sales management never actually realise the full affect of prospecting errors. What You Can Not See CAN Hurt YOU The problem is that it is much easier to see and understand others selling issues…

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Looking for Good B2B Leads? Get LinkedIn!

With the influx of social networking sites flooding the Internet, LinkedIn has emerged as the premiere resource for business professionals.  Launched in 2003, LinkedIn reports to have more than 120 million registered members in over 200 countries worldwide.  Business professionals around the globe use LinkedIn to establish a professional profile, reconnect with colleagues, share information and look for jobs or…

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Your Best Prospects Are Your Current Customers

How many times has your manager told you to go out and prospect? If they are worth their salt, I hope it’s hundreds of times. And they may even have given you a lead sheet to help you on your way. Do you know the best source of leads? The people who you will want to call, rather than shy…

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