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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...
12 Persuasive Words For Salespeople

12 Persuasive Words For Salespeople

Using persuasive language is a critical skill we all need to learn to be successful at selling. Approaching prospects with some inarticulate stream of words will kill the opportunity stone dead. As salespeople, we need to approach discussions carefully and there are...
4 Ways To Build Rapport Virtually

4 Ways To Build Rapport Virtually

I talk a great deal to my clients about the importance of building credibility; it’s a crucial aspect of any successful sale. It’s a bit of a cliché, but it’s true: people buy from people, they want to buy from people they know, like, and trust. And the way to earn...
Is Your Sales Software Holding You Back?

Is Your Sales Software Holding You Back?

Complete this sentence: my sales software is so _____. I may be wrong, but phrases like ‘helpful, ‘fast,’ and ‘easy to use’ probably didn’t immediately come to mind. More likely is that your reaction was somewhat less positive than...
11 Ways to Increase Credibility with Prospects

11 Ways to Increase Credibility with Prospects

As sales people, one of our main responsibilities is building credibility with prospects so that they trust us. And yet time and time again, I get approached by sales people who ignore this simple fact. So here’s a simple checklist of techniques you can use to help...