Sales Blog

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

What To Do When Something Goes Wrong In Your Presentation

Many of us have been there. The presentation is going well, the customer is appreciating all our demonstrations, your ideas are being well-received… Then….Wham! Something goes wrong! The laptop freezes. The demonstration falls apart. A member of the buyer team…

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How To View Failure In Sales

Thomas Edison was an American inventor and businessman who has been described as America’s greatest inventor. Although he patented nearly 1,100 ideas, many people remember him for the invention of the long-lasting and practical electric light bulb. So many experiments…

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Five Needs Your Buyers Would Love You To Satisfy

When we talk to buyers, we often ask what inspires them to remain loyal to suppliers. Many suppliers actually think it’s good value, cheap prices and quality products. But the answers we get often prove that those things only get…

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7 Ways to Destroy Customer Relationships

Customers often judge us by the quality of the back-up service we offer. If everything goes well before we actually start working with them, they may see fit to buy our products and services. The proof of the pudding will…

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Re-Evaluating Our Way Of Selling

One of my consultants was carrying out a ‘discovery’ session with a sales team recently as part of a Sales Effectiveness Training Programme, to discuss what areas they find most challenging when it comes to selling their products. One gentleman…

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How Important Is Your Brand To A Customer

Branding is a key component in determining your success in sales and marketing. You may not think that, as a salesperson, your input to how your brand is perceived or recognised should be a priority; isn’t the experience the customer…

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Six Ways Of Dealing With A Client Who Won’t See You

It may sound strange, but there will be people you know you can help who will refuse to meet with you! How dare they! Don’t they know you have their holy grail, the answer to their prayers, the very thing…

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How To Educate Your Buyer With New Perspectives

We often encounter prospects who are comfortable. By that, I mean they are happy with their current situation and don’t want, or need, to change their perspective. In these situations, salespeople often find it difficult to progress the conversation. They…

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How To Customise A Compelling Story For Your Sales Presentation

How many times have you made a presentation and afterwards thought ‘that was so boring, even I wouldn’t have bought my product!’ There are many occasions where we have presented a solution and it’s not created any connection with the…

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How To Change The Way You Think About Failure In Sales

In sales, a lot can depend on the outcome and results of our efforts. If we succeed or progress with the sale, we tend to increase our motivation, improve our self-esteem and build our credibility. If we lose a sale…

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How To Prescribe The Right Solution For Your Customer

If you’ve ever had to visit the doctor with a complaint, you will know the processes and procedures they go through to diagnose it and prescribe the answer. They have studied for many years to become the doctor you see…

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How To Build Value Before Having To Add Value

Many salespeople tell us that the way they differentiate themselves from their competition is by adding value to their products, in order for the customer to see why they are charging the price they are. Nothing wrong with this, of…

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