Recent Articles

Sales Prospecting Success

I recently received an email from one of my newsletter readers asking how he could get more attention when prospecting by telephone to set new business meetings.  Here is his email and my response which you will find useful: Hi Peter. I really need your help. My name is Yari and I work as an [...]

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Do you make these mistakes prospecting by email?

Sales Prospecting By Email – Are you making these mistakes?      

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The Value Bullseye – If you’re not hitting the 3 core components you are leaving money on the table!

Value Selling. Selling the value of what you do in business is one of the most challenging areas for most people. There is so much to consider: Who is my target market? What is the proposition that I am offering? How do I get meetings with busy business people? I’m an Account Manager and I’m [...]

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What are your prospects mental pictures of Salespeople?

Very often in sales training we look at the salespersons own perspective on what the term salesperson means. Very often the salesperson themselves is wary of admitting they are in sales. It is quite damming, in many ways, that a profession is so cautious and ashamed to stand up and say proudly “I’m a salesperson!” [...]

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Time Management For Salespeople – Simple Software to Increase Your Productivity

Time Management For Sales People: I am a huge believer that one of the main contributing factors to your success in sales is your ability to manage your time, energy and focus. This does not come easy to most people as we humans are inherently hard wired to seek out the path of least resistance, [...]

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Handling Sales Objections – You are too expensive

How To Deal With The Price, Sales Objections   I was just reading the book ’10 steps to sales success’ which you can check out here . In it I was reminded of an old Zig Ziglar sales objections handling line that has stood the test of time well and still stands strong today as [...]

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Sales Training Video – Learn from the Masters – Elmer Wheeler

Elmer Wheeler’s Sales Training Video   One of the passions i have is hunting down old hard to find sales and business information. This sales training video is absolutely a must see.  It is from one of the greatest ever sales trainers, called Elmer Wheeler. You may have not heard of Elmer, but i can [...]

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Sales Prospecting with blogging

Sales Prospecting Below is my latest article on sales prospecting from the Institute of Sales and Marketing Management’s – Winning Edge Magazine. Hope you like it! Sales Prospecting with blogging

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Are you training your clients its ok haggling on price?

Why are prospects haggling on price? Very often when i run sales training courses and in particular telesales training courses, there is always a big debate about the ‘P’ word. That’s right price. Teach your staff how to deal with prospects haggling on price It is sometimes challenging to get staff members to see that [...]

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Selling Value In Sales

Selling value in Sales     In a volatile business environment, sales has to adapt.  It is not just reaction to change that we need, it is anticipation of change. That means that a variety of thinking skills are needed: The ability to analyse what is happening to customers and what it means for their [...]

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