How much?

One of the most problematic objections that customer pose us is the “too expensive” or “how much” one. Many sales trainers talk about piling on the value which is so right but here’s another little tip that’ll help you out next time your customer tells you that your product is too expensive. Living out here in the country doesn’t allow us to have the luxury of gas laid onto the property so we have to have Kerosene heating oil which is extremely expensive at the moment. To prevent the central…

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Car Boot Sale Negotiating Strategies

How does selling at a car boot sale compare with professional selling and negotiating? Actually quite a lot when you look at it. This morning, with the sun shining, we headed off to the car boot sale at Cheltenham Racecourse with the car chocker full of household items that the Archers no longer need hoping to rustle up some spending money for our holiday in Devon. On the journey over the whole family were asking me for some negotiation tips which, of course, I was happy to dish out. But…

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The Right Tools for the Job

My grandfather was an engineer by trade and he would always tell me that you can do any job with the right tools. But he was an engineer – what about with sales and sales coaching? We live out in the countryside and have no access to a public sewer system. Now this is a major disadvantage especially when you have five people in the family who get rid of waste water as though their life depended on it. So where does the waste water go? Into a septic tank…

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