Posts

How do I get more sales?

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Here's (an edited version) is one of the frequent questions I get to the blog, and my answer. If you think you might find this 'service' useful for yourself or your business, please feel free to contact me directly on [email protected] Hi…

The Superstition Myth: Your Sales Success is NOT an Accident

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This has always amazed me. The fact that sales people, great sales people in some cases, feel that, somehow, their success or otherwise is dictated by some outside force. Maybe the marketplace, or a lucky break caused by their competition missing…

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…

Stop trying new things!

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No really! Stop trying to win the war in different ways on a daily basis. You know what it takes, and constantly reinventing the wheel is not the way forward. I was talking to a retailer friend of mine the other day, and he said this to…

The 3 Secrets to Success

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Activity! Activity! Activity! Unfortunately, there are no two ways about it, no easy answers, no short cuts. Sales is a process, and putting more into the 'front end' results in more out of the 'back end' There is a caveat. And that…

Negotiation is all about 'win - win' right? Wrong!

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I'm sorry, it's just more bad sales advice Think about it. Think about your own experience of buying things. Especially big ticket, or high involvement things. Like a car maybe? or a house? A holiday perhaps? Ok, remember that feeling…

I was worrying about Tiger Woods, and then Steve Jobs died...

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let me say before I start, these are two of my biggest heroes of all time, if not the two biggest heroes of all time. Tiger Woods, the worlds greatest golfer, and Steve Jobs, the worlds greatest Tech guru. Tiger Woods for being the single…

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…