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7 Reasons Why Selling is Like…Stand-up Comedy
“The secret to riches is the same as the secret to comedy – timing.” Max Skinner (Russell Crowe) – A Good Year (2006) 1. You’ve got to be fabulous, original YOU Delivering someone else’s jokes never...
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Want to close more sales? Here’s how to deliver the perfect sales presentation
“I would rather have thirty minutes of wonderful than a lifetime of nothing special” – Shelby Eatenton Latcherie (Julia Roberts) – Steel Magnolias (1989) This month’s new word is – KAIROS It means...
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5 Reasons Why Selling is Like… Being a Boxer
“No point in punching things you can’t see.” James Braddock (Russell Crowe) – Cinderella Man (2005) About 7 years ago I started working with Glen, a personal fitness trainer. Glen was a thirty...
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Here’s the #1 Way to Understand What Your Customers Really Need – And I’ll...
“We don’t see things as they are. We see things as we are!” Josh Meyers (Scott Cohen) Kissing Jessica Stein (2001) Why do so many sales people fail to engage with potential customers and then end up...
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The Reason You’re Not Growing Your Business is Because You’re TOO Successful
“At this moment you mean everything” Come On Eileen – Dexys Midnight Runners At the beginning of my sales career, the thing that was actually holding me back was my own success! Now that sounds a bit...
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My Boss Would Have Me Cold-Calling All Day – Is He Right?
Recently I received an email from one of my Linked In connections asking for a little guidance on cold calling and how to manage the “scatter gun” expectations of his boss. I didn’t want to send back a...
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Superb Meeting, Perfect Proposal, So Why Won’t They Take Your Call?
“There doesn’t seem to be anyone around.” I Think We’re Alone Now – Tiffany How could anything go wrong? After all, it was the prospect who requested the meeting with YOU. By the way – the meeting was...
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I’m Begging You – Please Ditch Your Elevator Speech for Something More Effective
“So many times, it happens too fast, you trade your passion for glory” Eye of the Tiger – Survivor I cannot put into words how much I dislike the average, sales trainer taught elevator speech. Until...
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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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