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Observing the Multiple Mistakes of a Car Salesman
So my friend wants to buy a new car. She can afford it – she’s got a really great job – she’s got a great car to part exchange too. She invites me to go with her because I “understand sales people”....
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3 Reasons Why Launching a New Product is like…..Starting University
1. You haven’t found out who you really are When you start at university, you’re just working out exactly who ‘YOU’ – ‘IS’. There are a million references you’re tapping into, a sense of humour to...
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5 Alternatives to Simply Wading In with PowerPoint
Can You Imagine a Life without PowerPoint? What would you do if you couldn’t take a ‘deck’ into your next sales appointment? In the nineties my team launched a product into the UK market and we each...
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The 7 Reasons You Just Lost That Sale
Recently I posted a question on the four most popular of LinkedIn’s Purchasing and Procurement Group’s discussion boards, which gave me the opportunity to ask almost half a million professional buyers...
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Closing Techniques Don’t Win Sales
The acronym EASE, breaks down into the four parts of any sales call, Earn the Right; Ask the Appropriate Questions; Solve the Problem and Execute the Solution. It comes from one my books and we built...
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The Truth About Relationship Selling
Relationship selling is a strange beast and countless authors have made many, many dollars explaining to sales people how to use it to their advantage. Here’s a quick question for you; Why do you think...
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Questioning Techniques that Empower People to Take Responsibility
Every organisation has a genuine need for their frontline staff to take some level of responsibility. They need them to respond to every situation appropriately, to ensure that opportunities are never...
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Most Popular Articles on LinkedIn Pulse
Please find below links to a few of my most popular, recent sales articles on LinkedIn Pulse Only 12 hours Left – $0.99 Kindle Countdown Offer for The Extremely Successful Salesman’s Club Those...
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This is the Salesman I Could Have Become
One of the main reasons I lasted long enough to become successful in sales and sales management, was the simple fact that throughout my career, a few people saw my potential and had the tenacity and...
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The Real Secret to Sales Success
There’s a secret to business success – which, if you’re already doing it on a regular basis, won’t be that much of a big surprise – but that’s probably only around 5% of all the salespeople out there –...
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