Posts

What to do when the client says 'No!'

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In some ways it's the most important thing to achieve. Getting your client to say 'No' can save you a ton in terms of time, effort, energy, and emotional stock.But hanging on to a sale that has long since passed its 'sell by date', the date…

Regular business pays my bills, New business makes me rich!

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Are you a hunter or a farmer? Every sales person is born a hunter or farmer. They are more naturally inclined to the discipline of finding new business, or the particular skill set of looking after and nurturing existing accounts. In order…

New Years resolutions all fail for one reason: 5 ways to make them unbreakable!

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At this time of year, everyone seems to be blogging about top 10's from the last year, or forecasts and projections for the next year. So I thought I'd get into the the new years spirit with an observation for you. New Years resolutions…

The ABC of target achievement!

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Sometimes Sales seems like the easiest job in world. And it's probably fair to say, the best job in the world. No one has control over how much they earn like a sales person does. And no one has so much control over what they do and how…

Really bad sales advice is no more...

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But the good news is that I'm replacing it with a new idea - completely free sales advice! Click on the new home page at the top left of this page for the full details, but basically, I am intending on driving the social media experiment…

How to be Great!

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According to wikipedia, greatness is being superior, majestic, transcendent, or divine. There are so many things that are great, described as being great (especially by me!) or have the epithet fairly or unfairly applied. As ever, I'm…

In some ways I'm exactly like Dr. Gregory House...

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Have you seen the TV show House? with the brilliant Hugh Laurie as the eponymous and irascible doctor. It's a great show with excellent performances, especially from Hugh Laurie himself, and each week we see some poor soul at deaths door,…

The customer is almost always wrong!

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I was prompted in part, to write this on the basis of another fine blog from Mark Schaefer over on the 'Grow' blog I've featured before. In its title was the phrase 'Truth as Competitive Advantage', which is a phrase I love! And it got me…

What doesnt kill us...

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... makes us stronger, so the saying goes. And as a sales person, no saying could be more relevant! What doesnt kill us makes us into a better seller. And better able to be a success, generally speaking too. I've often considered what…

Why can't we all just get along?

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I had some fantastic comments on one of my recent blogs, and I have to say, comments I was not expecting! The post was about the supposed difference between marketing and sales. My point being, that all good sales people are marketers and…