Sales Blog

Over 1,000 tips and techniques to help you win more business

5 Ways To Deal With A Picky Customer

We’ve all had them; those customers for whom nothing you ever do is enough, or everything you do is wrong, or you’re blamed for everything that isn’t your fault. A picky customer is usually like that with every situation. It’s…

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How To Build The Value Of Your Service Offers

We often hear from salespeople that one of their biggest differentials is that of giving service. We then ask the question ‘what specific services do you offer that make you different from your competition? How are your services actually adding…

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How To Get The Best From Your Sales Team

Managing Performance for many sales managers is the holy grail – how exactly do you get a disparate group of team members working effectively together to achieve common goals and still keep them motivated? One area we are always trying…

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The 10 Questions That Will Uncover All Prospect Problems

We often talk about how to present solutions and results-oriented discussions with prospects for when they need to know how we can help them. Naturally, there are many ways to get the prospect aware of how our services can improve…

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How To Overcome The Prospect Who Needs To ‘Cut Costs’

When negotiating with a client recently, I noticed she was often coming back to the issue of pricing for our services, trying to get me to reduce the fees for some specific services we were offering. Now, I realise that,…

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How To Respond To “Call Me Back In 6 Months”

Yes, it’s that old chestnut again: the age-old-how-can-I-get-rid-of-this-pesky-salesperson answer. Most prospects will use this simply to get rid of you and if you take it on face value, you might feel there might be a chance in six months’ time….

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6 Steps That Help Your Prospect Know They’ve Made The Right Decision

We’re often taught as salespeople that we have the best solution for prospect’s businesses and that we should be able to sell to everyone. If they don’t buy, then our sales manager thinks you haven’t tried enough or you made some…

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How To Effectively Implement Your Sales Process

One definition of ‘process’ is ‘a systematic series of actions directed to some end: a continuous action, operation, or series of changes taking place in a definite manner’ A good sales process will give you a good framework and template…

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7 Ways To Coach & Mentor Your Sales Team

When sales managers have opportunities to develop their sales team, it’s something they should throw their whole time and attention at, as they seldom have the chance to get out of the fire-fighting mode and spend time working on. So…

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3 Vital Tips On Sending Email During The Sale

Often during the sales process it is necessary to send email to the prospect, and usually the prospect is in the middle of the decision making process. The email correspondence you send during this crucial time period is critical to…

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3 Cold Calling Techniques That Really Work

Are you sick of all of the wonderful pitches, tips and magical scripts you’ve heard on cold calling? Are you also tired of listening to the naysayers that cold calling is impossible, useless and has no place today? Well cold…

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The Key Sales Skills Of The Modern Sales Professional

The global situation we face means that literally everything has changed in the last few years. Change is the only constant, and businesses who have fallen by the wayside lay as epitaphs to the inability of many organisations to recognise…

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