Articles

How to create your best first impression with a client

90 percent of first impressions are made in the first 90 seconds. Here are my 4 top tips for behaviours to help create your best first impression with a client.

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Selling to Eskimos!

Why I think that the saying that “He or she is such a good salesperson because they could sell ice to the Eskimos” is a sales myth and ridiculous! And I explain why.

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What makes a really successful sales development programme?

I have trained over 10,000 salespeople and judged many sales training awards and now I am going to share with you my “Power of 3×3” which helps to makes a really successful Sales Development Programme. Download the PDF Firstly what is the definition of a successful sales development programme?  It must

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Selling has changed … because buying has changed

We all know that business is becoming more and more competitive and that people have greater and higher expectations. Many of us are expected to do 20% more with 20% less! This has affected selling too. Selling has changed because buying has fundamentally changed. Some of these

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How well do you really know your customer?

Have you ever lost a deal because you overlooked someone? Here is a practical guide to help you understand the different types of customers involved in making the decision to buy your offering.

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RT @ISMprofessional A must-read for those in sales. Winning Edge, the ISM magazine, covers all commercial and not-for-profit sectors with editorial that draws on the expertise of one area and reviews how it can be applied to all. Learn more about membership here: buff.ly/2kTs3VV

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