Who’s on your dream 100 list? When I first started in the consulting business, I was lucky enough to have amassed over 13 years’ worth of contacts in the surfing industry. These included companies I had both worked for and represented, retail clients I had sold product to, and for whom I had conducted specific…
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Who’s on your dream 100 list? People sometimes ask why a business should have a sales process and it’s a good question. I mean why can’t we just talk to potential customers ? Won’t the ones who are interested just buy anyway ? Well there are few key reasons for this… Product dump mode The…
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3 Clear Ways to Avoid the Client From Hell I instantly felt the ting of fear as the adrenaline squirted into my stomach . We were in the hotel bar of a conference venue – just finishing up on a 2 day marketing conference. She had been referred to us as a potential client but…
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3 Inconvenient Truths About Selling in Professional Advisory Firms Over 26 years in sales I have realised 3 big truths about selling that many business people I speak to, often find as inconvenient… TRUTH No 1 : No Matter How Qualified, Professional or Distinguished You Are, You Need to be able to Sell The…
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One of the biggest questions I get from business owners is “how can we compete when our competitors product is cheaper” It’s’ a great question and one that I have been meaning to write about for a while But before I do, I want to cover off on a couple of things first… Firstly, many…
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CASE STUDY : 300% Growth From Implementing a High Converting Sales System – How to Increase the quality of the clients you accept, increase your prices and grow your sales and the size of your business by 300% by implementing a high converting sales system If you’re serious about growing your business and would like…
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It’s no secret that I teach a direct to corporate strategy that allows my clients to go direct to their dream clients and allow them to show up with credibility so that when someone calls them, they not only get through but get treated with infinitely more respect than if they simply “cold called” or…
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When it comes to sales, there is definitely more than one way to be right. In fact, on last count (like just then) when you type the term “sales training” into google you are blessed with 28,800,000 results, which is about a million up on the last time I checked. So you’re definitely not starved…
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In this episode top grading personnel selection expert David Osborne explains how to hire sales super stars for your team.
One of the strategies I teach in my 1 day sales masterclass is how to articulate what you do in a way that others see it as an opportunity. And even though you can apply this part of my system in what you write, the most common application of it is on what you say…
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