Sales Training

All Sales Problems are Management Problems

Face it, you should be selling more. You’d like to make more money, you’d like to increase your market share, you’d like to get one over on the competition. You need to increase cash flow! But your commercial director is telling you times are tough. Rates are under pressure, and the competition is doing crazy…

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How to ask for BIG money!

One of the biggest weaknesses I see in sales people, whether they are new to the job or dyed in the wool veterans, is a problem when asking for ‘big’ money. The stutter on the price, or the hesitation is bad enough. But I’ve even heard sales people tell a prospect to ‘sit down’ because the price…

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3 Minute Podcast: How to Overcome Any Objection

I think a lot about this topic, and how the very act of overcoming a clients objection can immediately set you off on the wrong foot. They basically mean ‘I don’t want to talk to you’ and you need to tread with caution when overcoming these attempts to forestall the conversation. In fact, you should…

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3 minute Podcast: Trust Like Respect

Another bash at the very clever medium of podcasts today. This one is prompted by a comment on the first podcast I did about why your customers dont buy from John Heany. It was a great comment, very well thought out, and John talks about the trust that must exist between a brand and its customer before…

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Guest Post: Dressing for Effect

Another guest post today, from the lovely and talented Jenny Bersin, style consultant! You may remember Jenny’s previous post which created a bit of a stir with people coming out in favour or against personal style consultants. Though to be fair, few had issue with anything that Jenny said.  Creating an effective personal style is as relevant for those…

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3 Minute Podcast: The Only Weapon We Have

Thanks for the feedback! I’m so encouraged by the first couple of podcast experiments I’ll try a few more, as always please let me know what you think? This one is about the only weapon sales people have, and how to make sure its working at its optimum for you. Enjoy! Here’s the link to the site I…

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Why Does Nobody Want My Business?

I read an interesting article today in Forbes magazine. It states that an astonishing 71% of incoming website leads are wasted. 71%? Really? According to the research quoted in the article its true. Further in-house research conducted by InsideSales.com, the company quoted in the article, indicated that its only 27% of leads that were ever contacted. And interestingly  if…

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The Biggest Mistake Advertisers Make

I have worked with Mike Bersin for more years than I care to mention. And I am proud to call him a friend too. As well as a brief taking and copy writing genius, Mike is one of the most savvy advertising and marketing people I know. I recently challenged him to write a post for my blog based on…

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Time Management OR Me Management?

Another great post from Anthony Iannrino landed in my inbox this morning. Day after day Anthony produces insightful and valuable blogs for sales people of all shapes and sizes on his website The Sales Blog. I’ve mentioned it before, but I thoroughly recommend subscribing to his work, it’s all excellent. Today’s was especially good. Not an…

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