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	<title>Barrett Sales Blog &#187; Sales Skills</title>
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	<link>http://www.barrett.com.au/blogs/SalesBlog</link>
	<description>everybody lives by selling something.</description>
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		<item>
		<title>Athletes Chase Olympic Gold in UK and Business Success Back Home</title>
		<link>http://www.barrett.com.au/blogs/SalesBlog/2012/1712/sales/athletes-chase-olympic-gold-in-uk-and-business-success-back-home/</link>
		<comments>http://www.barrett.com.au/blogs/SalesBlog/2012/1712/sales/athletes-chase-olympic-gold-in-uk-and-business-success-back-home/#comments</comments>
		<pubDate>Thu, 19 Jan 2012 03:05:38 +0000</pubDate>
		<dc:creator>Sue Barrett</dc:creator>
				<category><![CDATA[Attitudes & Behaviours]]></category>
		<category><![CDATA[Sales Skills]]></category>
		<category><![CDATA[Success]]></category>

		<guid isPermaLink="false">http://www.barrett.com.au/blogs/SalesBlog/?p=1712</guid>
		<description><![CDATA[It&#8217;s an Olympic year and many of our elite athletes are rightly focusing their efforts on the London 2012 Olympic Games.  There are a certain number of gold medals on offer and everyone knows their worth in terms of the honour and glory and even more so in terms of ensuing publicity, product endorsements, speaking engagement and the like. pin [...]]]></description>
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		<slash:comments>1</slash:comments>
		</item>
		<item>
		<title>Let’s not assume</title>
		<link>http://www.barrett.com.au/blogs/SalesBlog/2011/1061/uncategorized/let%e2%80%99s-not-assume/</link>
		<comments>http://www.barrett.com.au/blogs/SalesBlog/2011/1061/uncategorized/let%e2%80%99s-not-assume/#comments</comments>
		<pubDate>Wed, 27 Jul 2011 22:57:21 +0000</pubDate>
		<dc:creator>Sue Barrett</dc:creator>
				<category><![CDATA[Attitudes & Behaviours]]></category>
		<category><![CDATA[Communication]]></category>
		<category><![CDATA[Sales Skills]]></category>
		<category><![CDATA[Tips]]></category>
		<category><![CDATA[Uncategorized]]></category>

		<guid isPermaLink="false">http://www.barrett.com.au/blogs/SalesBlog/?p=1061</guid>
		<description><![CDATA[There is an old saying “assume makes an ASS out of U and ME” and for good reason.  Too often sales people find themselves jumping in too soon, offering premature solutions when it comes to dealing with a prospective client’s needs or priorities. Often they begin with the best of intentions by asking some preliminary questions of the prospective client. [...]]]></description>
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		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Why we need to sell results not solutions</title>
		<link>http://www.barrett.com.au/blogs/SalesBlog/2011/961/sales/why-we-need-to-sell-retults-not-solutions/</link>
		<comments>http://www.barrett.com.au/blogs/SalesBlog/2011/961/sales/why-we-need-to-sell-retults-not-solutions/#comments</comments>
		<pubDate>Thu, 02 Jun 2011 08:34:53 +0000</pubDate>
		<dc:creator>Sue Barrett</dc:creator>
				<category><![CDATA[Sales Skills]]></category>
		<category><![CDATA[Strategy]]></category>

		<guid isPermaLink="false">http://www.barrett.com.au/blogs/SalesBlog/?p=961</guid>
		<description><![CDATA[‘Results not Solutions’ was voted as the Number 5 Sales Trends for 2011. If  you’re business is about selling packaged or aggregated solutions you may be in for a rude shock – the world of selling has changed yet again.   The world has moved on from selling solutions to delivering results.  Selling solutions is a very “1990’s” approach, however even [...]]]></description>
		<wfw:commentRss>http://www.barrett.com.au/blogs/SalesBlog/2011/961/sales/why-we-need-to-sell-retults-not-solutions/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Like exercise, prospect a little each day and stay sales fit</title>
		<link>http://www.barrett.com.au/blogs/SalesBlog/2011/943/sales/like-exercise-prospect-a-little-each-day-and-stay-sales-fit/</link>
		<comments>http://www.barrett.com.au/blogs/SalesBlog/2011/943/sales/like-exercise-prospect-a-little-each-day-and-stay-sales-fit/#comments</comments>
		<pubDate>Thu, 26 May 2011 01:43:11 +0000</pubDate>
		<dc:creator>Sue Barrett</dc:creator>
				<category><![CDATA[Call Reluctance]]></category>
		<category><![CDATA[Prospecting]]></category>
		<category><![CDATA[Sales Skills]]></category>
		<category><![CDATA[Sales Training]]></category>
		<category><![CDATA[Self Development]]></category>
		<category><![CDATA[Success]]></category>
		<category><![CDATA[Time Management]]></category>
		<category><![CDATA[Tips]]></category>

		<guid isPermaLink="false">http://www.barrett.com.au/blogs/SalesBlog/?p=943</guid>
		<description><![CDATA[Prospecting is considered one of the most daunting jobs in selling.  Many people in sales or other roles charged with developing new business, especially with new prospects, find the task of prospecting anxiety provoking and tend to put off the prospecting task in favour of more desirable or less frightening tasks.  Yet in their desire to escape prospecting they inadvertently [...]]]></description>
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		<slash:comments>0</slash:comments>
		</item>
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		<title>What are the 3 Sales Essentials that make for effective selling?</title>
		<link>http://www.barrett.com.au/blogs/SalesBlog/2011/821/sales/what-are-the-3-sales-essentials-that-make-for-effective-selling/</link>
		<comments>http://www.barrett.com.au/blogs/SalesBlog/2011/821/sales/what-are-the-3-sales-essentials-that-make-for-effective-selling/#comments</comments>
		<pubDate>Thu, 24 Mar 2011 00:41:23 +0000</pubDate>
		<dc:creator>Sue Barrett</dc:creator>
				<category><![CDATA[Communication]]></category>
		<category><![CDATA[Prospecting]]></category>
		<category><![CDATA[Sales Planning]]></category>
		<category><![CDATA[Sales Skills]]></category>
		<category><![CDATA[Sales Training]]></category>

		<guid isPermaLink="false">http://www.barrett.com.au/blogs/SalesBlog/?p=821</guid>
		<description><![CDATA[When we meet with leaders to discuss their sales challenges in achieving sales effectiveness we find that the source of their problems often stem from three key areas: sales planning, sales prospecting and effective sales communication with clients. Whatever our vocation, we all need to make contact with and communicate effectively to secure the ongoing custom of members, supporters, sponsors [...]]]></description>
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		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Knowing your business</title>
		<link>http://www.barrett.com.au/blogs/SalesBlog/2011/785/sales/knowing-your-business/</link>
		<comments>http://www.barrett.com.au/blogs/SalesBlog/2011/785/sales/knowing-your-business/#comments</comments>
		<pubDate>Wed, 09 Mar 2011 23:46:58 +0000</pubDate>
		<dc:creator>Sue Barrett</dc:creator>
				<category><![CDATA[Business Acumen]]></category>
		<category><![CDATA[Communication]]></category>
		<category><![CDATA[Procurement]]></category>
		<category><![CDATA[Sales Relationships]]></category>
		<category><![CDATA[Sales Research]]></category>
		<category><![CDATA[Sales Skills]]></category>
		<category><![CDATA[Sales Training]]></category>

		<guid isPermaLink="false">http://www.barrett.com.au/blogs/SalesBlog/?p=785</guid>
		<description><![CDATA[‘Knowing your business’ was voted as the Number 3 Sales Trends for 2011.  With business becoming more complex it should come as no surprise that clients want to work with business people who can sell, think about possibilities and create a work partnership with their businesses.  However, our studies with hundreds of sales professionals and middle management sales leaders reveal [...]]]></description>
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		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Transitioning from the old sales paradigm to the new world of social sales</title>
		<link>http://www.barrett.com.au/blogs/SalesBlog/2011/756/sales/transitioning-from-the-old-sales-paradigm-to-the-new-world-of-social-sales/</link>
		<comments>http://www.barrett.com.au/blogs/SalesBlog/2011/756/sales/transitioning-from-the-old-sales-paradigm-to-the-new-world-of-social-sales/#comments</comments>
		<pubDate>Wed, 02 Feb 2011 07:25:30 +0000</pubDate>
		<dc:creator>Sue Barrett</dc:creator>
				<category><![CDATA[Communication]]></category>
		<category><![CDATA[Sales Relationships]]></category>
		<category><![CDATA[Sales Skills]]></category>
		<category><![CDATA[Sales Talent]]></category>
		<category><![CDATA[Self Development]]></category>
		<category><![CDATA[Social Media]]></category>
		<category><![CDATA[Social Sales]]></category>
		<category><![CDATA[Strategy]]></category>

		<guid isPermaLink="false">http://www.barrett.com.au/blogs/SalesBlog/?p=756</guid>
		<description><![CDATA[When I began my career as a professional sales person in the early 1980’s we were trained in product and client communication skills focusing on handling objections.  We were given business cards, product brochures, a geographic territory of clients to manage and grow, and a car to get around in.  We did not have mobile phones, let alone smart phones [...]]]></description>
		<wfw:commentRss>http://www.barrett.com.au/blogs/SalesBlog/2011/756/sales/transitioning-from-the-old-sales-paradigm-to-the-new-world-of-social-sales/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>The Yin Yang of Selling</title>
		<link>http://www.barrett.com.au/blogs/SalesBlog/2010/722/sales/the-yin-yang-of-selling/</link>
		<comments>http://www.barrett.com.au/blogs/SalesBlog/2010/722/sales/the-yin-yang-of-selling/#comments</comments>
		<pubDate>Wed, 08 Dec 2010 23:11:19 +0000</pubDate>
		<dc:creator>Sue Barrett</dc:creator>
				<category><![CDATA[Sales Assessments]]></category>
		<category><![CDATA[Sales Leadership]]></category>
		<category><![CDATA[Sales Relationships]]></category>
		<category><![CDATA[Sales Skills]]></category>
		<category><![CDATA[Sales Talent]]></category>
		<category><![CDATA[Value Creation]]></category>

		<guid isPermaLink="false">http://www.barrett.com.au/blogs/SalesBlog/?p=722</guid>
		<description><![CDATA[In the 20th century the emphasis on B2B selling had a distinct aggressive ring to it.  So much so, that you could walk down the halls of many businesses and think that you were involved in big game hunting.  Many of these teams saw selling as an extreme sport, or more precisely, Big Game Fishing or Hunting. Customers were ‘Targets’. [...]]]></description>
		<wfw:commentRss>http://www.barrett.com.au/blogs/SalesBlog/2010/722/sales/the-yin-yang-of-selling/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Price is what you pay. Value is what you get.</title>
		<link>http://www.barrett.com.au/blogs/SalesBlog/2010/678/sales/price-is-what-you-pay-value-is-what-you-get/</link>
		<comments>http://www.barrett.com.au/blogs/SalesBlog/2010/678/sales/price-is-what-you-pay-value-is-what-you-get/#comments</comments>
		<pubDate>Wed, 27 Oct 2010 01:03:30 +0000</pubDate>
		<dc:creator>Sue Barrett</dc:creator>
				<category><![CDATA[Ethics & Values]]></category>
		<category><![CDATA[Procurement]]></category>
		<category><![CDATA[Sales Skills]]></category>
		<category><![CDATA[Value Creation]]></category>

		<guid isPermaLink="false">http://www.barrett.com.au/blogs/SalesBlog/?p=678</guid>
		<description><![CDATA[I recently had the pleasure of attending and speaking at the 6th CIPS Australasia Annual Conference for the procurement profession.  It was my third invitation to speak at a CIPSA event in my capacity as a professional representing the sales profession.  The theme for this conference was ‘Managing Volatility’.  A key message I gleaned from the conference was Value Management [...]]]></description>
		<wfw:commentRss>http://www.barrett.com.au/blogs/SalesBlog/2010/678/sales/price-is-what-you-pay-value-is-what-you-get/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>The real $ value of role playing</title>
		<link>http://www.barrett.com.au/blogs/SalesBlog/2010/657/sales/the-real-value-of-role-playing/</link>
		<comments>http://www.barrett.com.au/blogs/SalesBlog/2010/657/sales/the-real-value-of-role-playing/#comments</comments>
		<pubDate>Thu, 14 Oct 2010 00:49:50 +0000</pubDate>
		<dc:creator>Sue Barrett</dc:creator>
				<category><![CDATA[Sales Skills]]></category>
		<category><![CDATA[Sales Training]]></category>

		<guid isPermaLink="false">http://www.barrett.com.au/blogs/SalesBlog/?p=657</guid>
		<description><![CDATA[Tell almost any sales person they are going to participate in role plays as part of their sales training and you will hear a collective groan.  In short most sales people hate role playing.  It is often seen as a form of potential embarrassment, or something stilted and false.  Many people feel self conscious and don’t want to look ‘bad’ [...]]]></description>
		<wfw:commentRss>http://www.barrett.com.au/blogs/SalesBlog/2010/657/sales/the-real-value-of-role-playing/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
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