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Be More Successful With These 10 Cold Calling Alternatives

As more and more sales people are recognising cold calling is less fruitful than they would like, attention is being focused on what you can do to improve your overall sales success rate. If you would like to get hold of more decision-makers, talk to more interested people and give yourself a better chance of getting appointments, you need to…

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How To Overcome Sales Objections In 3 Easy Steps

Objections are a normal course of any sales interactions, but only if the extrinsic and intrinsic value hasn’t been raised in the customer’s mind. By that, I mean if the customer doesn’t see the overall value to themselves or to their business outweighing the price they have to pay in price, time, effort, change or the like, they will bring…

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4 Reasons Why You Should Not Focus On The BIG Deal Only

Closing the BIG sale, the huge month or even year changing opportunity, is a great thing. However, focusing too much on selling that whale of a prospect can cost you more money than you earn, IF you finally close the deal. Please don’t misunderstand me. I am an advocate of going after and securing the huge career-making client. Yet, you…

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How To Write A Follow Up Email The Right Way

So many sales professionals ask us to assist them in writing emails to their prospects that we sometimes think we should devote all our time and attention to this one area! It’s natural to want to contact prospects and show them how your world-changing products can make them successful. Why wouldn’t a prospect want your stunning range of products to…

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Massively Increase Your Sales By Improving This One Communication Skill

Probably the most important skill to develop as a sales professional is the ability to communicate effectively with prospects and clients. There’s little doubt that spending your time improving your communication skills is time very well spent, and you’ll never perfect it; it’s one of those skills that will always enable you to improve your relationships with everyone you come…

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3 Deadly Sales Management Mistakes

You can find a ton of tips and tricks on what to do to motivate and build a sales team. However, there are a few things you should not do. The loyalty and dedication your sales team has in following you, is fragile and it does not take much to lose their respect. Below are three sales management blunders that…

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7 Things You Should Never Say When Closing

I’m sure you’ve been in that situation where you’re about to gain commitment from the buyer and then you put your foot right in at, and completely blow the moment! It could be that you said something the buyer picks up on and it makes them nervous about making that final decision. This is the point of every conversation where…

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3 Useful Tips That Will Bag You Another Meeting

Getting a further meeting with a client isn’t always that easy, especially these days when buyers are so busy that the urgent often takes over from the important. Although a further meeting with you may be the obvious next step in the process of the sale, there has to be something of real value to offer the client before they…

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3 Powerful Ways To Handle The Prospect Who Demands Price Before Presentation

You’ve been there before; ten minutes into the sales interaction, the prospect is demanding to know the price. You do what you can to avoid divulging the price prematurely, but the prospect insists. If you sell a product or service such that it is impossible to quote a price until later in the process, that helps. However, when you have…

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6 Qualities Of The Modern Day Sales Professional

You probably know already that I often speak and write about the evolution of the modern-day buyer. However, simply adapting to some new and advanced techniques is not enough. Today’s sales professional has to evolve along with the modern-day buyer in every aspect. So, let’s take a moment and identify some of the qualities needed for today’s modern-day sales professional.  Today’s Sales…

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