Sales Blog

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

A Killer Sales Tip From Bobby Axelrod

Sometimes we learn lessons from unexpected sources. By being curious, keeping our eyes and ears open and seeing things from different perspectives, we pick up a lot of great ideas when we least expect them. I am intrigued by Sky…

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How To Respond To “We Want A 15% Discount”

I have recently been running some training with a very successful client and we have been working on the negotiation skills of their salespeople and sales managers. One person in the group raised an interesting issue about one of his…

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Why ALL Sales People Should Focus On Customer Centric Selling

Now and again, a new concept is discussed that takes sales into a new dimension. Many are reworks of familiar and rapidly-evolving ideas, and some take sales onto a new plane that deserves contemplation and further development. I’ve been reading…

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3 Quick Tips On Opening Up Your Prospect & Uncovering Their Pain

Many of you will have seen the great film Glengarry Glenross, about a team of has-been salespeople who try to make it big in a small town. They have a visit from their boss one evening, played by Alec Baldwin….

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NEVER Say This To A Prospect On A Sales Call…

We had a sales call at our HQ (yes, we get them too!) and one of our sales team took responsibility for it. The caller was selling marketing services and promised a free 30-minute consultancy that would highlight where our…

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Use These 4 Phrases When Overcoming These Sales Objections

Usually when a prospect makes an excuse, it is because they have not been convinced that whatever you are selling to them, has sufficient benefit for them to change their mind. In order to combat this you should have included…

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Use These Creative Sales Tactics To Get To The Decision Maker

Sometimes do you just find it impossible to get through to the decision-maker? You call them, you write to them but they never get back to you? Well, over the years I have heard of some really creative and often…

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11 Quick Tips On Effectively Preparing Your Sales Pitch

At some point in the sales process we need to make our pitch. This is an area where most salespeople could do a lot better. Most people in sales present a standard pitch that all their customers get to hear….

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Use These 3 Cross Selling Questions To Generate More Business From Existing Clients

People who manage sales have to achieve growth. There are different ways that this can be achieved: Sell more to existing customers Prevent existing customers from going to a competitor Find new customers Sell new products For many people in…

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5 Quick Tips On How To Generate Fresh Leads Through LinkedIn

When it comes to modern day selling, sales professionals and business owners alike can find real value in the LinkedIn platform as a sales tool, as there is so much potential for you to prospect for and engage with new…

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How To Use Both Logic & Emotion When Selling To Your Prospects

Did you know that every buying decision is an emotional one? People buy something from you because they either want it or desire it. Wants and desires are emotional triggers and are much different to  a persons needs. Let me…

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How This Slight Change In Mindset Will Smash Your Sales Targets…

Most salespeople are set sales targets. These are usually expressed in terms of turnover, market share, profitability, number of new accounts and renewal of existing contracts and so on. The problem with being in sales is that everything we do…

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