Posts

3 minute Podcast: Trust Like Respect

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Another bash at the very clever medium of podcasts today. This one is prompted by a comment on the first podcast I did about why your customers dont buy from John Heany. It was a great comment, very well thought out, and John talks about…

The Hardest Objection in the World?

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Objections are part and parcel of selling, and where ever I have gone as a sales trainer people have asked me for 'objection handling' techniques. I have heard some very interesting theories over the years including 'cushioning the objection'…

Did the internet kill selling?

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There are two basic ways to sell. And the internet, and the things consumers do these days, powered by the internet, have changed them dramatically. Let's take a closer look. Features benefits selling So called low level selling. This…

CFSA Real Life question: Whats the next step in my content marketing plan?

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An email from Ian the other day posed some interesting questions from a content marketing perspective, and Ian has been good enough to allow me to post his question, and of course the answer to the blog. Over to Ian:  Congrats on the insight…

Watch this!

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[ted id=538] This is brilliant stuff Seth Godin - Meatball Sundae, Tribes (this video) Purple Cow etc. you can get his books / blogs / and lots of other videos too - no better marketer out there, in my humble opinion. www.sethgodin.com…

they got to really want what your selling!

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Does that sound a bit obvious? May be not? It's certainly the case that a lot of sales people believe that they can convince the client that they need the product, but it's also very much the case that loads of sales people don't even bother…