'Getting back to basics' is our 2010 Sales Trend #3 as voted by you, our readers. Despite the positive start to 2010 in Australia, especially compared to other post GST…
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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…
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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…
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One of the biggest issues for sales people is knowing the right questions to ask customers. In our experience many people complain of not knowing how to structure questions, or…
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Whether we are working for a private or public company, a "not for profit" or government institution, all of us are in some way competing for access to a revenue…
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Style adaptability is where a person can read another person's preferred communication style and adjusts their own communication style to that of the other person, thus making shared communication and…
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Sales numbers and sales processes should be understood and owned by everybody in your organisation. In today's world if you are not directly in sales you are supporting someone who…
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Who wants to work with accountable, responsible, and self-directed sales people? Of course we all want these types of sales people in every sales team. Yet, most businesses do not…
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Whada ya rates? 'Cos I'm a wholesaler and I can do better rates than them. I can look at your thingos and give you a better deal" This is an…
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'My sales people are not closing sales' is the most common complaint we hear. The biggest cause for people not being able to close sales it not the close itself.…
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