Archive for Sales’ Category


Oct

1

2016

Don’t Aspire to be the cheapest

Price is always an emotive issue. “We have to lower the price to keep in line with the competitors.” I hear the same statement from sales teams throughout the country. “How do you expect us to sell at this price?” they say, or “I couldn’t make the sale Boss, the customer was putting too much pressure on me to lower the price.” Actually price is…

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Micro Learning
Apr

29

2016

Micro Learning

We are doing a new thing with some of our sales learning products. While, as speakers and trainers, we love being in a room with people, sharing ideas and building energy, that solution doesn’t always work. Sometimes a company has to factor in other issues, besides the obvious value of equipping staff with the skills that they need for the job. It could be a...

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Buyers Tricks
Apr

26

2016

Buyers Tricks

There are a number of techniques that buyers use to get a better deal for themselves. These are mostly tricks and the salesperson must avoid falling for them. I have listed a few of these “Tricks” below so that you can be prepared. What do you do when the buyer says your product is no good? Have a number of testimonials about your product. Other...

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Write It Down
Mar

14

2016

Write It Down

Do you have a written plan for your life? In my experience about 3% of the people I ask this question say “yes”, but these are usually the most successful 3% I know what you are thinking. You are thinking that you know exactly what you want to achieve in your life and it is all in your head. That’s fine of course except there...

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You want to close more sales!
Feb

29

2016

You want to close more sales!

In selling there are two ways to close more sales, there is the easy way and the hard way. Your job in selling is to take your customers down road to the close. Unfortunately it is not always as easy as that but let us suppose for the moment that it is. You have a number of customers in a month, let us say 40,...

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Where do new customers come from?
Feb

15

2016

Where do new customers come from?

When I ask people “How do you get new customers?” at my seminars,  referrals always comes on the list somewhere near the top with advertising and cold calling. If I was to ask a direct question like “How many referred customers have you got this week?” There is always a long silence. One or two people may come up with one or two referred customers...

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Power in Negotiation
Feb

9

2016

Power in Negotiation

If you are going to go for win - win in your negotiations, you had better make sure that you have "Power" before you start. So, where does power come from the in any negotiation? This is an interesting question. There are in fact three areas that are potential sources of power for you in any negotiation. One of them is obvious, the other two...

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Startup Stock Photos
Jan

18

2016

The future is not what it used to be

How many emails have you written today? 10? 50? 100? more? Can you imagine working without email? You had better get used to the idea, in five years time, there will be no email. Don't believe me? Twenty-Two years ago when I first started to teach salespeople how to sell, I would ask "How many people have an email address and less than 10% of...

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Zero Sum Game
May

8

2013

Zero Sum Game

This week I am in Abu Dhabi working with a group to help them with High Level Sales Negotiations. It is fun to be out and about again and although I hate the travel, the destination is always interesting. Abu Dhabi is the place to go if you want to shop. All the famous european chain stores are represented here and there seems to be...

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Jan

11

2013

Telephone Selling is Dead – Long Live Telephone Selling

I have just put down the telephone after another unskilled, low paid, unenthusiastic telesales person has tried to sell me something by reading a poorly designed “script” at me. It is such a pity to waste sales opportunities in this way and this article is all about how to revive the telesales call. Telephone selling has been around as long as the telephone but the...

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