As sales people we often unnecessarily sub-ordinate our value in a sales situation. And doing so really harms our positioning, our perceived value with our client, our brand and the perceived value of what we sell.Why ?Because we tend to undervalue what we do. We are told “customer is king and the customer is always…
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In recent weeks I have had many people ask me and with good reason “what is your direct to corporate strategy?” So here goes, here’s my best crack at explaining it to you in a way that you will get it. In short, the direct to corporate strategy is the fastest path to get…
DetailsI do this exercise in my retail workshops where I get the participants to imagine they are in a department store. There is a phone ringing in the back ground some quiet “muzak” playing and they have found an item they want to purchase. They look around for a staff member to help them but…
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Sales Amnesia In the last 6 months I have noticed a very strange phenomenon. I’ve labeled it “Sales Amnesia” and it’s showing up like this… I’m noticing it in businesses who are coming off a big period of growth in their business. Western Australia in particular, because of the mining boom has seen a 5-…
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3 Biggest Mistakes Business People make when they use sales scripts I have been seeing a heap of debate and discussion out there on scripts lately and seeing as one of the main things I do for clients is create language-ing for all aspects of their client contact, I thought I would weigh in What…
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When I first started in this business 10 years ago the business was all about teaching sales skills This worked great for the companies that just needed that but pretty soon, I started encountering companies that needed so much more… Some had either little, poor or no leadership. Some had terrible marketing and lead qualification.…
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Think you know all there is to know about BD ? Think again… Knowing what I am about to share could help you avoid disaster so have a quick read and save yourself the anguish MYTH 1: – There is only 1 Decision Maker Nope – especially with bigger sales you can have up…
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4 Keys to Turning Strategy into Results As I recall the last 10 years coaching mentoring and training sales people (plus the previous 15 as a sales manager, sales agent and sales rep there’s one thing that has stood head and shoulders above anything else in terms of results. It’s putting great ideas into practice It’s the…
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Hope you’ve had (or are having) a great break. I have a really important and timely message for you this week. It can really help you to scale your sales results for 2015 One of the first things I ever do before I help a new client build a customised sales process is look at their…
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If I hadn’t actually met the guy that did this, I seriously wouldn’t have believed it And as you read this, please understand that I mean no prejudice and make no judgements in terms of the subject matter About 4 years ago we did some work with a national broadband company who at that time…
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