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Handling objections, a new way to research competitors and a quote from Mark Hunter

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Episode 35: Handling objections, a new way to research competitors and a quote from Mark Hunter In this episode we look at some techniques to help you handle objections. Our Skills Pill looks at the latest ways to research your competitors to gain an edge. And our Inspire Me quote comes from Mark Hunter. Take a look at this episode…

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Building Relationships In Business – 6 Useful Tips

Trust Customer Relations Reliability Business Concept. Pointing

The building of relationships in business is the biggest common denominator when ascertaining how we can increase our sales with current and new clients. Relationships are the key to building trust and developing sales with clients, as your consistency and caring for the client’s business creates a clear, forward-looking strategic alliance between your business and their organisation. You could have…

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The First Thing To Do With EVERY Objection You Face

Business negotiations Group of three business people, male and female, discussing the deal. Office interior, serious, authentic emotions

There’s a saying in negotiations that goes ‘The person in control of a conversation is the one asking the questions.’ Think about that for a moment and you can see the sense in it. When someone asks you a question, they immediately put you on a course of finding the answer. Your thought processes are controlled by the nature of…

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What To Do When Something Goes Wrong In Your Presentation

listening to female coach giving presentation on flipchart

Many of us have been there. The presentation is going well, the customer is appreciating all our demonstrations, your ideas are being well-received… Then….Wham! Something goes wrong! The laptop freezes. The demonstration falls apart. A member of the buyer team asks a question that you can’t answer. Whatever it is, it throws a spanner in the works and you struggle…

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How To View Failure In Sales

success or failure being successful in life and business road sign arrow 3D, illustration

Thomas Edison was an American inventor and businessman who has been described as America’s greatest inventor. Although he patented nearly 1,100 ideas, many people remember him for the invention of the long-lasting and practical electric light bulb. So many experiments went into developing the first the carbon and then platinum and finally back to carbon filaments that many wondered if…

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Five Needs Your Buyers Would Love You To Satisfy

Side view of realtor and young couple sitting at office desk discussing property for sale.

When we talk to buyers, we often ask what inspires them to remain loyal to suppliers. Many suppliers actually think it’s good value, cheap prices and quality products. But the answers we get often prove that those things only get you to first base. They get you onto the playing field and are the basics that will only get the…

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7 Ways to Destroy Customer Relationships

Customer experience concept online

Customers often judge us by the quality of the back-up service we offer. If everything goes well before we actually start working with them, they may see fit to buy our products and services. The proof of the pudding will be after the deal is done. If the back-up isn’t there, we may as well say goodbye immediately to this…

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Re-Evaluating Our Way Of Selling

Big Data Technology for Business Finance Analytic Concept

One of my consultants was carrying out a ‘discovery’ session with a sales team recently, to discuss what areas they find most challenging when it comes to selling their products. One gentleman stood up at the start of the session and said, ‘I’ve been selling for over 30 years…what can you teach me?!’ My consultant simply asked him if he…

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How To Make Your Linkedin Profile Stand Out

Linkedin application on the screen

LinkedIn is rapidly approaching 600 million users. With that kind of exposure, sales consultants are missing out big time if they aren’t using the medium effectively. shows that 80% of B2B leads come from LinkedIn vs. 13% on Twitter & 7% on Facebook. It’s a simple no-brainer. states in one of its research papers that, of a group…

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How Important Is Your Brand To A Customer

Business Market Value Identity Design. Brand advertising marketing strategy identity business concept.

Branding is a key component in determining your success in sales and marketing. You may not think that, as a salesperson, your input to how your brand is perceived or recognised should be a priority; isn’t the experience the customer has with your product and service more important than the reputation of the brand? Well, in a way, yes, but…

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