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ATTENTION: The New Sales Currency

Coins stacked on each other

The last five years has been remarkable in the propensity for new sales models. Each one is a stage further in the evolution of the sales process and its ability to get the buyer to invest in what’s best for their business. But it’s one of the older models that we return to for inspiration here. You’ll no doubt remember…

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Needs & Wants Are OK, But Problems Are Even Better

Businessman sat at desk with question marks

One of our clients approached us recently and said “I need you to run a motivation session for our sales team. Their figures are down and I want you to give them a boost”. We discussed the situation with him, and asked why he felt that doing a quick ‘motivation session’ would solve the issue. He replied that everything else…

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Should You Always Agree With Your Client?

Business people agreeing and disagreeing

“The customer is always right” I’m sure you’ve heard these oft-quoted words from Harry Gordon Selfridge, the founder of the department store that bears his name. And how often have you thought of those words and cringed when the customer you are with has said something you know is definitely the wrong side of wrong? Alexander Kjerulf is an independent…

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5 Reasons Why Pre-Call Research Is A Must

Staff in a call centre

Here’s a question to start your day. ‘If you’re going to make some contacts with prospects today, why should they bother talking to you?’ Now, if you answered with something like ‘because my products are better than the competition’ or ‘I know what people in their position need’ then maybe you need to take a step back first. We’ve all…

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Why ‘Saying’ And ‘Being Believed’ Are Two Different Things

Saleswoman shaking hands with client

When I was growing up, my uncle had some ideas that, in this modern world, would seem laughable. Yet, in those days, we had no social media and a mobile phone was a brick attached to a 16lb battery! Yes, things were a little different then. One of my uncle’s ideas was that ‘if it’s in the paper, it’s true’….

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The Best Type Of Question That Gets Quick Answers

Businessman holding two question marks

What makes a great salesperson? Product knowledge? Great organisation and timekeeping? The ability to prospect effectively? All these are, of course, vital in the armoury of the salesperson who wants to make a success of their profession. But there’s one skill that I believe puts a salesperson head and shoulders above their competition, especially when they are actually face to…

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3 Tips To Ensure You’re Selling To The Decision Maker

Salesman selling to clients at a meeting

Have you ever had that feeling when you’re talking to a prospect that the person isn’t who they say they are? By that, of course I don’t mean they are an imposter! No, but maybe they are claiming to have more power than they really have in the decision-making process. Sometimes it may be a ploy used by the customer,…

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Top 5 Ways To Gain More Repeat Business

Businessman holding card saying repeat customers

Don’t you just love it when one of your customers places a follow-up order? Or you get that call and the customer says they’d like a repeat of what they had from you before? The great feelings flow through you, because you realise that all your hard work was worth it, and you feel rewarded by repeat business that you…

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3 Top Qualities Of The Modern-Day Sales Professional

Modern day salespeople with report

I talk constantly about the modern-day buyer and how they have evolved from those of the past. However, the modern-day seller must evolve as well. Short and sweet, here are the three top qualities of the modern-day sales professional. Today’s Sales Professional is an Expert Today’s modern consumer is educated and has access to more information about you and what you…

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10 Ways To Prepare For Your First Cold Call

Woman in a call centre

Sometimes, even the words ‘cold call’ can send shivers down salespeople’s’ spines. The very thought of picking up the phone or writing an email to a prospect who has never heard of you or knows little about your products can be so daunting to a sales professional that they spend hours doing other things so that the inevitable rejection doesn’t…

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