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Know When To Stop Before You Annoy The Customer
How many times have you opened your door or answered your phone to a salesperson eager to make their sale? It wouldn’t surprise me if many of you said ‘loads’ but have a negative story to tell. If you...
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Why Is The Customer Always Right?
We need to ask ourselves this question every time we are about to approach a prospective customer or client. Why? Because the answer will give us the ability to give the customer exactly what they...
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Star Wars And It’s Warning To Suppliers
The basic premise of the Star Wars trilogy was the rise of an empire led by a ruthless emperor. Of course, in the movie, good overcame evil and everyone lived happily ever after (less a few entire...
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Moore’s Law Now Applies To B2B Selling: Are You Ready?
Intel recently announced another advance in chip technology that is expected to result in a doubling of computer processing power. Now you may be wondering what computer chip technology has got to do...
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Fortress Buying – Why Won’t Buyers Let You In?
More and more professional buyers are adopting a ‘fortress mindset’ in their approach to dealing with sellers. In short, they have erected defences that are designed to keep sellers at bay. In this...
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If We’re Not Selling When Making Cold Calls, Why Are We Making Them?
If Businesses are viewing ‘cold calling’ as a sales activity that they don’t wish to do they are gravely mistaken… If they are not doing some sort of sales activity in the genre then they are missing...
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Great Sales Presentations That Fall At The Final Hurdle
Over the years, I have seen many salespeople who have delivered what they believed to be great sales presentations, only to fall at the final hurdle. There are lots of reasons for not closing a sale...
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10 Critical Sales Boosting Steps When Planning Your Next Event
Trade events and conference speaking opportunities are a dream come true if you believe in Permission Marketing. Yet some of us waste valuable investment in conferences and events by not training sales...
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10 Ways To Sabotage Your Next Trade Event And 10 Essential Sales Tips
So you’ve invested a lot on exhibition real estate, researched the target market, designed elaborate displays or splashed out on expensive event sponsorship at a conference. Job Done? You’re about to...
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