Planning & Mindset

Al Pacino’s Inspirational Speech For Sales People

Well, it’s a Friday and it’s time for reflection on the week that you’ve just had in sales. Did you give it your upmost best? What went well? What didn’t go so well? You see for us sales people, it’s…

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You Need To Create Value Overload In Your Sales Interactions

Whenever you listen to a sales pitch, are on the receiving end of a sales presentation, read an advert or are reading one of those 453 page sales letters online, what’s going through your head? I bet that you’re most…

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My Closing Ratios Are Still High, So What’s The Problem?

I received a great question in my inbox last week that was from a salesperson whose results were taking a dip yet his sales closing ratio was just as high as normal, the pipeline was a full as it ever was…

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Is It Positive Thinking or Ignorant Bliss?

Is It Positive Thinking or Ignorant Bliss? There was an old man who lived by the side of the road. Fizzy drinks and hot dogs are what he sold. He was hard of hearing and he could barely see, so…

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Sales Rules

“We all have what we call our “Rules of Sales” such as “follow the law of averages” or “People buy people”. Sean, what would be your definitive list of the rules of sales?” That was a recent question that I…

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Keeping A Positive Attitude When Your Sales Are Down

Here’s a great question that Paola sent me a couple of weeks ago: “How do you keep your spirits up when you are going through a bit of a rough patch and every potential deal seems to be falling through…

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Having A Bad Day?

Just remember…everyone has a bad day every now and again! Some days you’ll close everyone you speak to. Other days you won’t get a sniff! That’s sales for you! It could be worse, you could be this poor chap! Happy…

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Some Will And Some Wont!

Hi there, Do you or your sales people often take the knocks to heart? Maybe your team lack that ongoing motivation to keep on going and working through the numbers and not taking each sales opportunity as a separate event?…

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Selling Value

Hi, I received an email a couple of days ago that asked for advice on how to react to prospects when you are more expensive than the competition. Here’s the question: “Our company sells installations, a problem that we have…

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The Procrastinator

Here’s a question I was emailed from one of my Sales Techniques newsletter subscribers: Firstly, thanks very much for the tips. I really find them useful. I was wondering if you could help with another type of prospect that I…

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Sales Mindset

As a sales professional you should not only improve your sales technique but you also need to improve your mindset and what goes on between those ears. Within sales you will most likely get more “no’s” than “yes’s” so you…

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