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What Is Permission-Based Selling?

What Is Permission-Based Selling?

Receiving permission makes literally anything less intrusive, no matter the context. Think about it. If someone enters your home with permission, they’re a guest. If someone enters your home without your permission, they’re breaking and entering. That...
How to Identify & Reward Your Exceptional Sales People

How to Identify & Reward Your Exceptional Sales People

How can you tell if a sales person is truly achieving sales excellence? What are the definitive qualities and patterns of behaviour that separate excellent sales people from the rest of the pack? Let’s consider the traits that define sales excellence and determine the...
8 Reasons Customers Buy Anything

8 Reasons Customers Buy Anything

Should sales people be telepathic? It would certainly help in developing a strategy for selling to a customer if you knew what they were thinking. It would certainly make life easier, but despite us not being telepathic, there are 8 common reasons why customer buy...
What To Do When You’re Not Making Any Sales

What To Do When You’re Not Making Any Sales

It’s every salesperson’s nightmare. You love your company and you understand and believe in its purpose. You’re working hard and you understand your industry. You’ve read all your company and product literature. You’ve listened to other people’s...
Be More Emma (and Leylah)

Be More Emma (and Leylah)

On Saturday I watched a Disneyesque movie in which a girl who’d moved to a new country when she was two, managed to qualify for the US Open Tennis Tournament, played 10 matches over three weeks, didn’t lose a single set and emerged victorious at the grand old age of...