Closing Skills

Book Review: The 800 Pound Gorilla Of Sales

About 12 months ago I was approached for an interview on how to dominate your market. Because MTD Sales Training is one of the dominant players in the UK sales training market, Bull Guertin wanted to know what we did…

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Buying Facilitation by Sharon Drew Morgen

Buying Facilitation (R) I had an interesting evening tonight sending and replying to emails from Sharon Drew Morgen. Sharon is the author of the NYTimes Business Bestseller “Selling with Integrity” as well as 5 other books. Anyhow, to cut a…

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Facilitate The Buying Process By Understanding How They Think

Facilitate the buying process by tapping into the way that your prospects and clients think… N.B This post was originally called “Buyer Facilitation – By understanding how they think” (Buyer Facilitation (R)) is also a term used my SharonDrew Morgen…

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Some Buyers Are Scared To Death

I think we’ve all been duped at some time or another in the past. We’ve been fooled, conned or have purchased something only to be let down by the product or service. And what does this create? Yes, it makes…

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Don’t Forget Your Call To Action!

Something nice and light for a Friday… Whether it’s selling, marketing or getting your kids to do something – you need a call to action! Unlike the writer of this advert for a COMEDY WRITER/TOUR MANAGER! I’d love to reply…

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The DNA Of The Modern Day Consumer

More objections, more price bashing, the economy excuse, stalling tactics, gatekeepers from hell and elusive decision makers – just what is going on in the world of selling? Well, to me, it’s obvious – today’s buyers have changed; they are…

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