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Category: Business to Business

The Modern Salesperson

February 18, 2019
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| Categories: Business to Business, Business to Consumer

Everyone is talking about how the modern salesperson has moved on from the 1990’s dinosaur. The customer is in control, over 65% along the buying cycle and despises salespeople, preferring to buy on their own using the internet. Much of it is true so how can modern salespeople distinguish themselves. A couple of years’ ago I climbed Mount Snowdon with my family for charity. Not an amazing charitable event, after all, it's not Mount Everest but a significant journey for us. The organiser of our charitable group hired a guide,…

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The Great Q&A Dilemma

February 3, 2019
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| Categories: Business to Business

I was in China on business last year and discovered that one of their sporting passions in table tennis. I was amazed at how quick the players are batting the ball backwards and forwards without taking their eye off the game. That’s exactly how you should run a Q&A session. Here’s lots of tips and ideas for doing so, in no particular order. However, a Q&A should follow an order. Never at the end, mostly just before the end so you can finish on your planned high. I’ve staggered my…

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Sack the Bottom 10%

January 5, 2019
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| Categories: Business to Business, Business to Consumer, Prospecting

Sometimes you’ve invested so much into a project; you’re wary of pulling out. For example, I bought a collection of lights for my video studio, huge barn-door halogen lights which cost over £500 and meant you suffered sunburn every time you worked under them. Along came LED lights which emit next to no heat. Initially, I was wary of disregarding the barn doors since I’d spent so much on them, reluctant to make a move. It’s similar in sales or professional advising. Have you been prospecting the same customer forever?…

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