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Thoughts on digital sales and marketing, and everything in between!

Negotiation is all about 'win – win' right? Wrong!

By Tony | Oct 11, 2011 | Comments Off on Negotiation is all about 'win – win' right? Wrong!

I’m sorry, it’s just more bad sales advice Think about it. Think about your own experience of buying things. Especially big ticket, or high involvement things. Like a car maybe? or a house? A holiday perhaps? Ok, remember that feeling you have immediately after the purchase was concluded? Did you ever get the feeling the seller was…

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What Tarantino teaches us about our trade

By Tony | Oct 10, 2011 | Comments Off on What Tarantino teaches us about our trade

PLEASE DON’T WATCH THIS IF YOU ARE OFFENDED BY ADULT THEMES AND STRONG LANGUAGE! It’s hard to believe that he can, but master of cinema Tarantino demonstrates a number of sales philosophies in any number of his films. I’ve picked the classic ‘Kahuna Burger’ scene from ‘Pulp Fiction’ to illustrate what I mean… You control…

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Watch this!

By Tony | Oct 8, 2011 | Comments Off on Watch this!

This is brilliant stuff Seth Godin – Meatball Sundae, Tribes (this video) Purple Cow etc. you can get his books / blogs / and lots of other videos too – no better marketer out there, in my humble opinion. www.sethgodin.com  for more info A quick summary for you 1) Challenge the status quo – Do…

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I'm sorry to say this, but most sales people sell DESPITE themselves!

By Tony | Oct 7, 2011 | Comments Off on I'm sorry to say this, but most sales people sell DESPITE themselves!

Yes, it’s true – clients buy because they want or need what it is you have to sell. An unfortunately large part of the time this is not down to the sales person! A good friend of mine, lets call him John, asked me if I had in fact finished off the point I was…

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There's only two reasons they won't buy

By Tony | Oct 6, 2011 | Comments Off on There's only two reasons they won't buy

Number 1 – They can’t afford it, and that means they genuinely can’t afford it. And we simply shouldn’t be wasting their time or ours in continuing to talk to them. Number 2 – They don’t see the return. Despite your stellar sales ability, and I’ve no doubt the world’s greatest ever presentation, they simply…

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I was worrying about Tiger Woods, and then Steve Jobs died…

By Tony | Oct 6, 2011 | Comments Off on I was worrying about Tiger Woods, and then Steve Jobs died…

let me say before I start, these are two of my biggest heroes of all time, if not the two biggest heroes of all time. Tiger Woods, the worlds greatest golfer, and Steve Jobs, the worlds greatest Tech guru. Tiger Woods for being the single greatest exponent of a game I have tried to get to grips with over the…

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they got to really want what your selling!

By Tony | Oct 5, 2011 | Comments Off on they got to really want what your selling!

Does that sound a bit obvious? May be not? It’s certainly the case that a lot of sales people believe that they can convince the client that they need the product, but it’s also very much the case that loads of sales people don’t even bother to try. Or more accurately perhaps, don’t realise they…

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so this is the plan, right?

By Tony | Oct 5, 2011 | Comments Off on so this is the plan, right?

I have always taken pride in my sales career. Pride in myself as a sales person, and the products I’ve sold to my clients over the years. So it’s always been a real bugbear of mine that there is so much ‘really bad sales advice’ out there. And even worse, really bad sales training. I get the BIGGEST kick…

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