Sales Mindset

The Mindset That Keeps Problems Unsolvable

Problem-solving is a key skill for business people, and salespeople are no exception to this rule. Problems occur in many guises; they aren’t just restricted to what is going on when the customer is confirming their situation. Sometimes, salespeople face their own problems and they often become unsolvable…not because of the nature of the problems, but because of the mindset…

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Overcoming The Fear Of Failing In Sales

The sale is the most important aspect of any business. No matter what you make, no matter what service you deliver or what you do – unless you persuade enough people to pay you for doing it you don’t have a business.  Go on; try to think of a business, company or organisation that doesn’t need to persuade people to…

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The One Attribute That Makes A Big Difference

Salespeople often ask which is the most important skill they need to be successful in modern-day sales. Personally, I don’t believe there is just one skill that will put someone head and shoulders above the rest. But if I was forced to choose one skill, attribute, belief, characteristic or attitude that would serve a salesperson best in the new world…

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10 Qualities That Make A Super-Salesperson

All salespeople are judged on the results they achieve. It’s no good making all the calls, completing all the paperwork and carrying out the essentials if the orders aren’t coming in and the margins aren’t being met. It’s always good to assess what we are doing against the best practices carried out by the most successful people in the real…

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5 Myths & Misconceptions Of Top-Quality Salespeople

Our profession is full of myths and misconceptions. It has a plethora of ideas and techniques that have followed sales people down the ages, some of which have been built on shaky ground, others on foundations that are so old fashioned, they wouldn’t support any modern type of analysis. Here are my ideas on the biggest myths that our profession…

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Become A Thought-Leader To Add Value

Branding is one of the key components of marketing your products and services, and branding has become a multi-million pound industry, with so many companies using their brands to leverage their marketing positions. Branding, though, can be lost in the competitive elements that make up the world of products and services. No more is this so in the components that…

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How To Overcome Your Fears & Focus On Results

A report this week detailed the fact that children at school are losing the ability to concentrate for long periods of time. They have shorter attention spans than they did even 10 or 15 years ago. This is caused on many occasions by children spending time on games that require shorter focus and less effort than before they played them….

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Could You Be Doing More To Provide Outstanding Service? – Video Blog

Ok, let’s be honest…if I asked you how many of your clients walk away from an interaction with you or your team and feel absolutely astonished by the level of customer service they have received from you, what percentage would you say? Whatever that percentage is, I’m betting you’d like it to be higher? Yes? Good! Well the short video…

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How To Build Your Personal Brand As A Salesperson

Branding, the process of creating an emotional connection to a company or product, has been the subject of many studies and much research. Most of that research has revolved around the companies who have a high or low reputation and what to do to enhance the brand. Here, we discuss the qualities you need to build you own brand, the…

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The One Emotion That Can Drive Prospects To Make Decisions

There are many emotions that we experience when we are in front of a prospect. We may be nervous about the reaction we might get when we meet up. We might be concerned that we may miss a key component when we discuss the needs of the prospect. And we may feel buzzed and excited about the possibilities of doing…

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