Planning & Mindset

One Way To Stand Out Against The Competition

We’ve often spoken about your marketing and advertising, and how important it is to keep your name in front of your prospects, especially when the time comes for them to want a solution to a challenge that you can help…

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Some Home Truths, Enthusiasm Can Kill The Sale

In a previous blog we discussed some ideas that many salespeople still live by, but have been proved to be either old school or too cheesy for today’s savvy business buyer. Our next home truth shows that, even though there…

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Power Of Positive Thinking In Sales

A new sales rep was having difficulty getting customers. The sales manager decided that the best way to increase his confidence was to let him negotiate with an easy customer who always renewed his contract. The sales manager reviewed his…

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Some Home Truths, Does Persuasion Always Work?

In a previous blog, we discussed some home truths that are real-world truths in 2010 and beyond. One of them was as follows: False: Your persuasion techniques and convincing arguments will get the sale Truth: It’s friendly, intelligent engagement that…

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Ways To Get Your Attitude Right

Attitudes are contagious…is yours worth catching? What is an attitude, anyway? It’s your choice of feelings and emotions that drives your action. Now, notice I said ‘your choice’. Many people go round acting as if someone has injected them with…

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Planning For Customer Meetings

Preparation prevents poor performance. You know that. It’s the most obvious rule you’ve ever been told by your manager. But what sets you apart from the also-rans is the quality of your preparation. Here we take a look at what…

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Some Home Truths, Solve Problems Or Open Opportunities

In a previous blog, we discussed some home truths about selling that have created a lot of interest, mainly because some people still think the old buyers still exist for their outmoded style of selling. Here’s another of those home…

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Some Home Truths, People Buy On Emotion

In a previous blog, we highlighted five ways to improve your sales with some home truths that many of you have responded to. The first of those truths was that people buy, not because of intellectual reasons like price, quality…

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Becoming A Trusted Advisor

We often discuss on our courses the value that you offer to your clients. Many salespeople forget how valuable your services can be to your clients, as you’re effectively helping them to create new customers for themselves, simply by being…

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How To Plan Effectively

How often do you sit down and really plan ahead? Every day? Every week? Sometimes? Planning ahead can really set you apart from other salespeople as it offers a glimpse of a created future. But there’s a way of planning…

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How To Improve Your Sales, Some Home Truths

We often get sales people on our courses who have been employed for some time and have picked up some, erm, shall we say, ‘interesting’ habits! They may have been quite successful some time ago, but they have peaked or…

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Take Control of Your Sales Future

In the great year-2000 film ‘High Fidelity’, the character Rob asks Laura why he is so unhappy. Laura answers ‘because you’re the same person you used to be!’ These few words of wisdom encapsulate what we as salespeople should know…

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