Hit your customers with VALUE – Until they BUY

Sales Training Give the three questions below some thought, before reading the rest of this article. What do you believe VALUE is, when it comes to providing your customers and future customers with your product or service? What is your VALUE PROPOSITION? Do you have a VALUE PROPOSITION? Give the three questions above some thought […]

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To Network or not to – That is the question

Sales Training Networking is seen as a powerful marketing tool and has become a time-honored institution. The challenge I wish to address in this article is whether it is worth all the effort it takes to attend traditional networking events. In theory networking events are one of the best ways to acquire new customers and […]

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Is Lowering your Price the Way to win Business?

Sales Training  Encountering customers, who object to the price you charge for your product or service, is as old as time itself. I want to add at the outset that, if you are encountering this objection at the end of every sales meeting, then you have made a one or all of the fundamental errors […]

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Tips to help you to Positively Influence your Customers

Sales Training  Selling or the ability to positively influence the people around you is a crucial life skill needed by everyone on this planet. The ability or the necessity to sell is most certainly not limited to only those select few, who have sales professional printed on their business cards. Anyone who wants to succeed […]

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Ideas for Closing Sales

The most important myth about closing, which I need you to dispel, right up front, is the one, you have heard called the ABC of closing. In this myth, which originated in an Alec Baldwin movie, it is suggested that a sales person should, be transactional, looking for opportunities to close at every turn. In […]

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Step into the “SAIL”

As I travel around the world, delivering Sales Training to a diverse group of organisations, from a number of different sectors. The greatest tragedy I see is where these organisations invest huge resources, time and a whole lot of energy towards generating leads for their businesses, but then they seem to waste them, because they […]

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Unlocking a trainees will to Learn

Sales Training  Why is it that some people readily embrace their own personal development,  or actively participate in any training process provided to them by their organisation, whilst others simply continue to plod through life, never really making any significant changes at all? After pondering this question for a long time, I have come up […]

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Are your Customers Selling for you Everyday?

Sales Training Have you invested so much into building an unforgettable customer experience for your customers, that they have become raving fans? When you invest enough resources into this, your customers become one of your best sales resources? Research shows that happy customers, who have had an unforgettable customer experience with you and your organisation, […]

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Antidote for Rejection

Sales Training Properly Qualify your Prospects The first and most obvious method for avoiding rejection, is to ensure that you properly qualify your prospects before approaching them. If you know the value both you and your product or service offer and you discover, who in your market needs exactly that, then it is far less […]

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Closing the Sale

Sales Training Are you one of those sales people, who is really great at selling or should I say. You are a champion at showing prospects, the features, options and even the benefits your products or services offers, but you struggle to actually close the sale. Could it be that you are not quite making […]

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