Have you ever noticed your customers getting that glazed look when you tell them how fabulous you and your company are? Have you ever had your customers seem very agreeable…
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When I began my career as a professional sales person in the early 1980's we were trained in product and client communication skills focusing on handling objections. We were given…
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Noise Reduction was voted by you as the number 5 Sales Trend for 2010. About 20 years ago I was told that information was doubling every 5 years; 5 years…
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Social Sales was voted by you as the number 4 Sales Trend for 2010. Arguably, social media is contributing to the democratisation of information and, armed with this information, customers…
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It's time to get back to basics. I don't know about you but recently I have found myself getting more and more distracted by the latest trend and fads, especially…
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For some time now I have been testing the concept of 'everybody lives by selling something' with almost everyone I meet, including senior leadership teams (comprising of HR, Finance, IT,…
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I have attended my fair share of networking events and more often than not, I find that I do not get any quality time to network and begin the process…
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"My most important appointment is prospecting and I do it first up every day." "I qualify all leads I generate and have an approach to handle those that aren't ready…
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In the sea of information that is the internet and the ever growing networked communities we live in, you could essentially get a sales lead from anywhere. In principal this…
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I confess, like most sales people I do not like - no I hate - paperwork and administration, because in my experience most of it is unnecessary. Aggh! I hear…
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