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Category Archives: Communication

What’s the difference between a member, a client and a customer?

What’s in a name? Well, there seems to be some confusion in the market place around the terminology used to describe those people who pay us money for goods, services, experiences, donations, etc. Different industries can have different terms for the consumers of their products and/or services. We see terms such as customer, client, patient, […]

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We want more than a script

Hundreds of thousands, if not millions of sales people around the world use sales scripts. Used properly, sales scripts act as scaffolding or bridgework to earn us the right to have a meaningful discussion with our prospecting customers, members, donors or subscribers. The sales script is a well constructed set of guidelines that support us […]

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Collaboration – The New Competition

The New Competition was voted by you as the number 7 Sales Trend for 2010. Over the coming years, we will see collaboration become the new competition. Markets around the world are crying out for collaboration as innovation and differentiation become scarce in a sea of commoditised products and services. Sales people who see themselves […]

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Noise Reduction part 1

Noise Reduction was voted by you as the number 5 Sales Trend for 2010. About 20 years ago I was told that information was doubling every 5 years; 5 years ago it was every 18 months; 1 year ago it was every 9 minutes, so who knows how fast information is doubling now? Many business […]

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Are you ready for the phenomenon of Social Sales?

Social Sales was voted by you as the number 4 Sales Trend for 2010. Arguably, social media is contributing to the democratisation of information and, armed with this information, customers will demand different things from sales people and companies. Customers are tuning into online communities, blogs, forums, and social networks to gather information and make […]

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Walk a mile in my shoes

‘Walk a mile in my shoes‘ is a song written by Joe South and made famous by Elvis Presley. The song is very much about challenging closed mindedness, respecting and honouring differences, and learning how to get along with each other. However, I propose that it also has a lot to say to sales and […]

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How do I distinguish between a genuine buyer and a saboteur?

Everything lines up: your solution is a very good match for the client company, you have ticked all the boxes but the deal is rejected. You are perplexed and confused. “It’s a great solution! It’s what they wanted and needed. Why are they saying no?” Building on from last week’s ‘How do I deal with […]

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How do I deal with client objections?

Many sales people will tell you one of the biggest worries in sales, besides prospecting, is dealing with customer objections. Its true many people do not like dealing with objections or conflict, however, it is also true that many people unintentionally create objections and conflict by not understanding a customer’s real needs or priorities and […]

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Lead the way

In December 2009 we published The 12 Sales Trends of 2010 and invited readers to vote on what they thought are the most important trends in sales. Thank you to everyone who shared their views and voted. Each month we will explore one of the trends in more detail, starting with the trend voted as […]

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Why do we ask questions?

Building on my article ‘Where is my inner six year old when I need them?‘ using effective questioning techniques is one of the most significant key differentiators between a person with good sales skills and a person with outstanding sales skills. However, many sales people find this the most challenging aspect of the sales process. […]

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