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Why Prospects Say No

About 20 years ago there was a revolution in the sales world, one that drove many people out of selling altogether, but drove others towards earning fortunes. Before that, most prospects found out about your products and services by listening to your pitches and discussions on the phone, in brochures and in person. They believed what you said, based on…

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What Should Be On Your Pre-Call Checklist?

When  we discuss planning and preparation with salespeople, they consistently see the need for ensuring they are ready for the call and have the confidence in their products and services. But when we dig deeper, we often see that many haven’t a robust system for ensuring they will give the prospect a good enough reason to meet up with them. So…

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Getting Beneath The Surface Of Your Prospects’ Beliefs

My team and I have sat in on many visits with sales people, listening to great examples (and not so great!) of consultancy sessions, where the client has specific needs and the salesperson deals with those needs. Recently, I came across a sales technique that had me thinking about whether those salespeople could really have dug deeper to discover needs…

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How to Find Out Valuable Information About Prospects

When you meet a prospect, how much information do you usually get from them? Naturally, their name, phone and email adrress is top of your list. But what other information can you ask for that would make your job easier? How much could you know that will help you identify the best way to network with this prospect? Here are…

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4 Ways to Uncover Prospects’ Needs When They Don’t Know They Exist

I read the other day about a woman who weighed 420 lbs (190 kg) and went into hospital with stomach pains. The doctors examined her and said that there was nothing wrong with her…the pains were caused by the fact she was pregnant and about to give birth. Well, I don’t know about you, but that made me wonder why…

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Sales Questions – Pull Out The Problems First

I’m asked a lot about the value of asking the right sales questions, so much so that I put a free report together on the homepage of the blog on the top 23 sales questions to use with your prospects! You see, in any sales interaction you need to adopt the PULL rather PUSH mentality. What I mean by this…

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