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How To Find Out Why Your Client Is Leaving

Clients thinking about not signing

You’ll have heard many times that it costs more to attract new customers than to retain the business of current ones, and it’s true that the marketing costs plus all the other charges and outlays to attract customers far outweigh the time and effort to keep and increase business with existing clients. So, if your customer does leave you or…

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5 Questions To Ask To Really Understand Your Buyer

Businessman with know your customer note

One of the keys to increasing sales is getting under the skin of the prospect or your customer, so ascertain the real needs and to get them to understand how they can improve their business using your solutions. Without that depth of knowledge, you sound just like any other vendor, trying to persuade your prospect to buy from you rather…

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How To Guarantee An Increase In Value

Value on the table with workers

How do you define the word ‘value’? One definition could be ‘the regard that something is held to deserve; the importance, worth, or usefulness of something, one’s judgement of what is important’ Other words that come to mind might include desirability, practicality, merit, worth and appreciation. We often consider ‘value’ in the sense of what something is worth to our…

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What To Do To Make Yourself OUTSTANDING!

Stickman standing out from the crowd

We had a call from a company recently, trying to sell us business insurance. They had cold-called our support team and wanted to know if we already had business insurance for various aspects of our company. We said we had, but they were insistent in asking us how much we paid, when our current insurance runs out and other such…

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5 Ways To Turn Your Proposition Weaknesses Into Strengths

Value proposition graph

Many salespeople have nightmares when trying to present solutions to their prospects because they perceive their competitors are stronger than them in certain areas, or their prices are higher and they are convinced the buyers will always go for the cheaper option. The perceived weaknesses you have will prove costly if you consider them to be reality. They will come…

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How To Map Out Your Buyer’s Journey Pre & Post-Sale

Business people with business map

Here’s a question to get you thinking: What do you need to do today, tomorrow and next week that would have the biggest impact on your business growth? It’s a far-reaching question that determines how and where you should be spending your valuable time. It focuses on what are the most significant areas for you to concentrate and focus on…

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How To Articulate Your Value Proposition In 5 Minutes Flat

Develop Your Value Proposition on paper

What’s most important to your prospects? When we ask this question, many salespeople we train will answer “to save money!” And, while that’s often the main topic of conversation, it rarely transpires as the REAL criteria prospects use to make a decision to go with you. You have to be absolutely clear on what’s driving their decision-making. And it’s necessary…

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Why You Should Have A CLOSE A & A CLOSE B

Close up of someone signing a contract

The excitement you feel when you get a positive response from your prospect is palpable. All that hard work, all that research, all that grafting and painstaking questioning and presenting has paid off and the prospect is heading towards buyers-ville. It’s all going so well. Then, when you ask the prospect for the order, they bring out another objection, or…

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Why Storytelling Is Becoming The #1 Sales Skill To Master

Businessman holding card saying the power of storytelling

As we were growing up, one of our fondest memories is often associated with sitting on our parent’s knee, being read a story. It created that initial and long-lasting bond between us. Maybe we were intrigued by a fairy-tale, or inspired by a true story of courage and bravery. Whatever it was, the fact we were regaled with a story…

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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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