'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…
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If you are in business for the long haul then you know the value of building your business relationships on solid foundations. Too many times people have fallen foul of…
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Have you ever noticed your customers getting that glazed look when you tell them how fabulous you and your company are? Have you ever had your customers seem very agreeable…
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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…
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For many years the legend of the 600lb sales gorilla or Alpha sales superstar has been strutting the hallways and boardrooms of businesses. Often revered for achieving top of the…
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Who is really listening? Genuinely, sincerely and honestly listening? I'm noticing a lot more telling and a lot less listening lately. You only have to watch the ABC program 'Q&A'…
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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,…
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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…
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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…
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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…
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