Telesales & Prospecting

Use These 2 Techniques To Guarantee Appointments With The Prospect

You will have known for some time that the ideas of selling have changed over the years, so that the emphasis is now less on the process of sales and more on the processes the buyer goes though in making…

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How To Take Control Of The Conversation With Your Prospect

Do you remember the saying years ago that went along the lines of ‘He has the gift of the gab….he should be in sales!’? According to many people in the old days, if you could talk a lot, you could…

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How Salespeople Can Get Into Their Buyer’s Brain

One thing that many salespeople come on our workshops to learn is ‘the Holy Grail’, that is, what can they do to guarantee success every time they try to sell their products. Without being presumptuous and claiming I’ve cracked the…

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Here Are 2 Different Ways To Influence Your Prospects…

A book that holds pride of place in my library is Robert Cialdini’s “Influence”, where he talks about the principle of social proof. Cialdini states that “95% of people of imitators and 5% of people are initiators.” He means by…

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How To Deal With The Foul & Abusive Prospect

Have you ever had that time when a prospect has been really horrible to you? I mean aggressively horrible, even resorting to swearing or downright nasty comments? It does happen, and unfortunately for many salespeople, it can have a profound…

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Here’s What Motivates Your Prospect (And It’s Not What You Think…)

When you ask what motivates your prospects, you will probably get a multitude of answers. Some may say profitability, others increased productivity, still others decreased staff turnover. Whatever it is that drives their decision-making, it will take different perceptions to…

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Here’s One Way To Convince Your Prospect To Buy From You…

There are not many truths in life that we can rely on these days. The rate of change is so great that what many people relied on as truth just a few years ago has radically altered.  I suppose the…

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How Building “Psychological Debt” Will Increase Your Sales

I was recently reading an article by Tim Connor on two subjects close to my heart; sales and psychology. As a salesperson, there’s always a lot you can learn from others who have been in the field longer that you,…

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Here’s How You Know You’ve Earned The Right To A Referral..

Referrals are probably the easiest type of business to get because they are opportunities that are given to you by buyers or decision-makers who know you and trust you enough to put their reputation on the line. But what is…

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3 Ways On Gaining More Info Without Asking A Single Question

No doubt you have been on those sales courses that discuss asking questions to get information from prospects and customers. You may even have a suite of quality questions in your armoury that you roll out whenever you need to…

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How To Respond When The Prospect Asks For A Discount

No doubt you’ve often got to the point in a conversation where the issue of price has been brought up. You’ve presented the product or service and the prospect has shown interest. You’ve discussed the value you could offer and…

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How To Increase Your Chances Of Losing The Sale By 400%…

I’m sure we’ve all been told how important it is to follow up on leads and get back to enquirers as soon as possible. It still baffles me why some people take days to get back to prospects that have…

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