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How to Sell a Service

How to Sell a Service

Some of my clients sell services, others sell products. While selling a product can feel more transactional, often with a one-time purchase, selling a service requires more nuance. Without a tangible product, you’ll need to sell prospective customers on the vision...
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...
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...
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...
Is Cold Calling Really Dead?

Is Cold Calling Really Dead?

I see lots of articles and posts suggesting that cold calling is dead…. But is it really? Has it joined the techniques of sending faxes and advertising in printed trade directories in the graveyard of long expired marketing techniques? When the vast majority of...