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The importance of referrals in selling

The importance of referrals in selling

It’s hard to find new customers… anyone in sales will tell you that, so if there were a way of getting potential customers to contact you directly, life would be so much easier wouldn’t it? Marketing activities certainly help generate possible interest, but there are...
Breaking up is hard to do

Breaking up is hard to do

We’ve all encountered them…… those prospective customers who seemed genuinely interested in what we’re offering, they’ve requested a quotation and then….. nothing! They don’t respond to your quotation, they don’t answer emails, they don’t take or return your calls....
What Buyers Expect From Sales People

What Buyers Expect From Sales People

Understanding how potential buyers work is crucial to being an effective sales person. The days of simply cold calling from a purchased data list or (for those of “a certain age”) the Yellow Pages are long gone. Modern sales people need to be smarter, better educated...
4 Keys to Asking Better Questions

4 Keys to Asking Better Questions

Every successful sales person understands that asking the right questions is critical to making a sale, and yet, many of us don’t ask enough questions, and consequently miss potential sales opportunities, form strong relationships and excel as a sales person. Asking...
Not all Prospects are Equal

Not all Prospects are Equal

Hopefully your business has spent a lot of time defining what makes it unique. It might be a unique product, your first class service, competitive pricing, or something else. “Hopefully” is a big word….. it amazes me even now how often I ask the businesses I work with...