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Don’t Be Fooled By These 3 Cold Calling Myths – Infographic 27 Aug 2013 | 12:45 pm
Over the last couple of years, cold calling has been given the cold shoulder by many salespeople as they just don’t feel that it has any value when trying to get through to today’s modern buyers. Whi...
What You See Often Overrides What You Hear 22 Aug 2013 | 12:33 pm
We are often taught in communicating with clients that our body language has a profound effect on the way the message is interpreted. The non-verbals are read by the client and often overrides the wor...
Where Your Focus Should Be When Presenting Solutions 21 Aug 2013 | 12:43 pm
MTD’s trainers and consultants often ask delegates on courses to ‘sell’ their products and services in just 10-15 seconds. It focusses the mind and makes the salesperson think hard about what is the m...
Selling To Entrepreneurs: How To Make Your Company Stand Out 20 Aug 2013 | 12:09 pm
Ask buyers what their main decision-making criteria are and you’re bound to get a plethora of answers that revolve around the company’s goals, the saving of money, the reduction of risk, the efficienc...
Is Your Top Revenue Earner Actually Your Best Salesperson? 15 Aug 2013 | 01:26 pm
I have had many debates over the years about what makes a great sales person and the one thing I have always argued is that the amount of revenue they produce should not be the only key factor. Let m...
The Importance Of ‘Trust’ In The Sales Equation 13 Aug 2013 | 02:30 pm
Here are some simple facts about selling: In order to sell anything you must be able to influence other people. You cannot influence anyone if they don’t TRUST you! The higher the value of the sale t...
How To Guarantee Successful Results 8 Aug 2013 | 12:09 pm
I’ve always been a fan of quotes. These short, pithy sayings that bring to life ideas and deeper thoughts often are responsible for inspiring and driving greater performance and results. One that I h...
Avoid Five Errors That Many Salespeople Make 7 Aug 2013 | 12:34 pm
Most of my working life has been spent in sales. There have been examples of good, bad and ugly that have stayed with me over the years. During the time that I’ve been involved in training and coachin...
Tips For Successful Account Management 6 Aug 2013 | 12:11 pm
It is 6 to 7 times harder to convert a new customer than to sell to an existing one. This is exactly why Key Account Management is one of the most important aspects of the sales process and an integra...
Navigate Your Way To Sales Success 1 Aug 2013 | 12:42 pm
While on holiday this year, I had the chance to go on a fairly large boat and enjoy the Mediterranean in all its glory, while sipping a wonderfully refreshing drink and enjoying the fabulous views aro...
