Sales Blog

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

4 Quick Tips On Dragging Your Sales Process Out Of The Dark Ages

I was thinking about our business last week and the many customers who have used our services over the years. There is one common denominator that joins them all together; they have all changed their buying process as time has…

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Use These 2 Examples To Uncover Prospect Needs

You’ve probably been on courses where you’ve discussed the different types of questions that are available to you. You’ll have heard of open questions and closed questions. You’ll be familiar with probing questions and possibly leading questions, too. But 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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Use This Wording When Revealing The Price To Your Prospect

Have you ever been on the phone or in front of someone who is trying to sell you something, and then when the issue of price comes up, they say something like, “Are you sitting down?” or “I hope you’re…

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The One Small Mindset Change That Rockets Sales Success…

I’ve always admired Jim Rohn. His insights into the deep philosophies of life always touch a nerve and his laid-back delivery is one that I admire. His untimely death has left a big gap in the motivational speaker’s circuit, but…

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“We’re Happy With Our Current Supplier”…What Now?

This is an interesting and, for some salespeople, a ‘killer’ response from a prospect when you are presenting your solutions. Your product may be the best in the market…you may have all the gizmos that impress other clients….you may have…

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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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2 Key Components In Building Unbreakable Customer Loyalty

When we ask clients why they buy services, we naturally get a wealth of information that allows us to pinpoint the very things we need to do to gain their business. Not only that, it creates touchpoints for us to…

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Ask This Exact Question To Unearth Your Prospect’s Needs

How many times have you presented your products to a prospect and got a flat refusal or, at the very least, an objection? ‘Tell me about it, Sean’ I hear you say. ‘Like….every time I present?’ Yes, it’s one of…

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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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The 4 Word Statement That ALWAYS Builds Value

When I was searching for a new car I did all the necessary research and visited a number of dealers for a test-drive that would convince me I had made the right decision. I don’t have many needs in a…

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