How to Obtain Referrals from Clients

Here’s a reminder of how to obtain a referral from a client taken from a very good dentist. Dentists. Just the word is enough to bring back painful memories for many of us and thank goodness my dental treatment is coming to an end. Months of gruelling pain and discomfort. Actually it wasn’t that bad but remember I’m a man – we feel pain more. Mike, my dentist was finishing things off this morning. A man very proud of his work and rightfully so, he’s good at his job. “Just…

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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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Sales Lessons from a Fossil Hunter

Here’s a timely reminder for all salespeople and coaches from a real life fossil hunter. The idea of hunting for fossils fascinated me and my three children whilst on holiday in Dorset’s Jurassic Coast last month. I mean the chance of uncovering a dinosaur or two was just too much for us all and it was this that drove us to the famous fossil shop at Charmouth. Owned and run by a real life professional fossil hunter, the shop was a paradise of fossils of all shapes and sizes. And…

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