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Category: Business to Business

Some Sales Meeting Preparation Tips

March 15, 2022
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| Categories: Business to Business

Since I was a child, I’ve suffered from Hay Fever with a slight respite when I lived in central London for two years in the mid-’80s. No grass there. We live in Cheltenham, a bowl in the middle of the Cotswolds, surrounded by verdant countryside. Pollen is rife here, and hay fever. The answer is to take anti hay fever tablets, but I’ve been doing this for years. However, during heavy pollen days in June and July, the pollen gets the better of me and strikes me down until... In…

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The PHEV and the Puppy Dog Close

February 8, 2022
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| Categories: Business to Business, Business to Consumer

You may have heard of the puppy dog close, which comes from sales training lore of the 1990s. And it still resonates today. My car packed up before the first Lockdown, so I needed a car for a New Year weekend trip to Mevagissey in Cornwall. My 22-year-old stepdaughter Jess came with us and her super hip best mate, Georgie, studying graphic design at Uni. They are ultra-modern thinking young people who resonate with all the trends of the contemporary era. My Mitsubishi garage took my old car in for…

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6 Rescue Questions When Factfinding

January 18, 2022
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| Categories: Business to Business, Business to Consumer

  Copy these, print them off on post-its and stick them on your wall when next factfinding. Use a couple of them and enjoy the harvest that you'll create. "Show me how..." "Tell me a bit more about that." "Go into a little bit more detail for me on that." "That's interesting; expand on that for me." "That piques my interest; explain to me." "Walk me through...... To see how you made the questions, ask TED

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