Sales Lessons that 10 Year-Olds Already Know
While waiting to pick my own kids up from school last week, I found myself in a corridor reading a large laminated set of rules hanging on the wall, and I had to share it. There is a book you …
Category: Sales Skills
I’m Begging You – Ditch that Elevator Speech for Something More Effective
I cannot put into words how much I dislike the average, sales trainer taught elevator speech. Until recently I couldn’t quite put my finger on the real reason why, I just knew they didn’t work. Should someone approach – or …
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Sales Training – Do You Want Better or Advanced?
When salespeople ask to be put on advanced sales training, it’s worth enquiring about their desired outcome. Do they want to advance what they’re already doing or are they trying to become better by changing something fundamental? Other disciplines don’t …
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What Sales Prospects Need is a Good Night’s Sleep
One of the most infuriating things about modern life, is that nobody ever seems to want to help. You must feel it too sometimes. The guy who’s in too much of a rush to let you out of that junction …
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How to “Auto-Magically” Personalise Your Email Campaigns
If you are anonymously trying to reach your customers on mass with the wonders of e-mail and mailing lists, do me a favour and leave me out. I know you’re only doing your best; you’ve just been thrown into an …
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6 Excuses Salespeople Really Need to Stop Using
Sales meetings are an absolute dream when everything’s going well. But if you’ve ever managed a team who started to fall behind on their promises or began to miss targets – you’ll recognise the smoke screen of well worn (and often recurring) excuses in a …