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Smile And Dial RIP

Making a cold call

Do you make cold calls? Were you taught to be happy when making them and smile on the telephone? Well, the days of looking into a mirror when on the telephone is over! Many old outdated sales techniques and trainings used to go on and on about smiling when on the telephone so you sound enthusiastic and happy. Let me…

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Friendly Selling

Sales woman smiling

That Friday Feeling! It’s 4:30 on a Friday… You know, success in selling is down to common sense… But common sense is not common! By being friendly and coming from a position of help rather than “You’re my next pay cheque” when meeting and talking with your clients, you will dramatically improve your sales. Most of your prospects just want…

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No Objections?

Jumping over objections

Last week I was asked to run an “Objection Handling” workshop for a company and I replied with “I don’t do objection handling courses”. I don’t believe in them. Here’s why… If you get an objection you haven’t actually asked the right questions and listened to the answers up front. It’s your job as a sales person to cut the…

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BDM or Sales Executive

Question mark icon

I received an interesting question not so long ago about the differences between a BUSINESS DEVELOPMENT MANAGER and a SALES EXECUTIVE. Here’s the question: “How do I help my fiance believe she isn’t selling but its just market development?” Currently working for ABC COMPANY as an export sales administrator, her role is simply order taking and the administration of those…

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Savvy Sales Teams

Team sitting around a tabe

I received an email recently with regards to making a sales team more “Commercially Savvy”. Here’s what it said: “Hi Sean, I have enjoyed the mails you have been sending, and I have passed your details on to A colleague of mine who’s is working of training requirements for his European sales team. I would like to set you a…

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Want Fries With That?

Upselling with blue background

“Want fries with that?” Effective ways to up sell your current products and services Up selling is a requirement that has generated a lot of attention in recent years. This is because businesses know the value of up selling products. It is not so much the product that matters as the related products that can be sold over and over…

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Ricoh Rant

Businessman with thumbs down

My admin team are always given the enviable task (or not!) of arranging the MTD Sales Training Christmas party! There’s more to it than meets the eye though! Not only do they have to find somewhere suitable but I always like something different too. I get bored easily with a sit down to a 3 course meal followed by a disco…

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Call Centre Expo

Cartoon calendar

  Hi All, This is just a quick note to let you know that Brian Perry, Mark Williams and myself are keynote speakers at this years Call Centre Expo at the NEC on 26/27 September. Amongst the keynote speakers this year are also Sir Ranulph Fiennes and ‘Apprentice’ winner Michelle Dewberry so they will both be in good company! Would…

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Hells Kitchen

Helpful tips chalk board

So Marco Pierre White has filled the shoes of his protege Gordon Ramsay! How did he do? Well, last nights opening programme was compelling viewing. I loved to see how Marco tried to “make his mark” over the latest bunch of Z list celebrities. Having eaten in 3 of Gordon Ramsays restaurants (I am a big fan of GR by…

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Adverts Dont Work

Word Advert on wooden table

There’s a buzz going around the marketing world at the moment that “Most advertising does not work”. I have to disagree. It should really read “Most advertising does not work because people do not know how to do it correctly!” It really is a shame to see so many businesses waste thousands of pounds each year through ineffective advertising. The…

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