Posts

3 Minute Podcast: How to Overcome Any Objection

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I think a lot about this topic, and how the very act of overcoming a clients objection can immediately set you off on the wrong foot. They basically mean 'I don't want to talk to you' and you need to tread with caution when overcoming these…

5 Reasons Great Sales People are Rubbish Sales Managers

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I'll state right at the start, the headline is clearly aimed at getting you to read the article! But there is a strong argument to say that just because a sales person can sell, hit targets, manage accounts etc. It doesn't mean that…

The Authentic Sales Person

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I spend a lot of time thinking about the fact that so many people seem to have a 'downer' on my chosen profession. I am extremely proud of what I do, and the living I have made for my self and my family. And not least, the results I have…

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…

Feel is not the same as Real...

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[youtube http://www.youtube.com/watch?v=cHcP6X7dEUo&w=420&h=315] This has been widely regarded as the perfect golf swing. It transpires there is no such thing, and even more interestingly, its hugely unlikely that Tiger Woods (the…

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…

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,…

Think Different! And here's why...

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Here’s to the crazy ones. The misfits. The rebels. The troublemakers. The round pegs in the square holes. The ones who see things differently. They’re not fond of rules. And they have no respect for the status quo. You can praise them, disagree…

I say I say I say... whats the difference between Marketing and Selling?

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most people's picture of a salesman? A recent post and the comments I was grateful to receive, seemed to develop a bit of a theme, slightly different from the one I'd intended. And strangely, quickly moved the conversation onto Marketing, as…