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The vital life (& sales) skill of Reflection

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Reflection is a vital life, sales and business skill. Reflection is on par with questioning and listening skills. It can help us achieve so many things but it takes skill and practice. Here are 3 questions and their answers as to why reflection needs to feature more in our daily lives. 

What is reflection?

“…the way that we learn from an experience in order to understand and develop practice” (Jasper 2003) “Reflection is part of learning and thinking. We reflect ...

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Spot new trends, drive innovation and sell better

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Businesses are frequently encouraging their people to be more creative, develop new opportunities and drive innovation and growth.

That’s all well and good but how do we spot new trends, drive innovation, and sell better so as to secure our future?

There will be many variables to consider in each of our answers to this question; however, there are three core things we need to master if we want to spot and create trends before anyone else does, if we ...

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How to avoid the discount trap

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Do you frequently discount to win business? Does your brand seem to matter less to customers today? It’s no wonder. Customers can do a Google search of your product or service and, within minutes, learn about your product, your competitors, what customers think of you, and find the lowest prices. So, with this kind of information at their fingertips, why would they need to meet with a salesperson?

It’s a critical question in today’s selling environment – and one ...

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How to reach prospects and keep the door open

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So how do we reach prospects and keep the door open?

While everyone is trying to go big – go small and use innovation to capture share of mind.

Imagine you are at home opening your mail and you find an unsolicited brochure about some product or other. What do you do? Chances are you drop it in the trash. Well, the vast majority of leads to whom you send your brochures, flyers or emails to are going to do ...

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How to create a positive buying experience

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To attract new clients we need to create a positive buying experience for them.

This usually involves a combination of marketing activities and a salesperson in the first instance.

To retain clients we need to create another positive buying experience for them, and another and another, and another.

This usually involves more than just the salesperson, this can now involve a whole range of people from those who deliver, assess, implement, design, customise, coach, facilitate, create whatever has been purchased, to ...

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Solution versus Product Selling – what’s the difference?

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Today it is almost impossible to meet a product salesperson in the business-to-business sector. Everyone sells ‘solutions’ hoping they can charge a premium or perform some miracle that will instantly differentiate them from their competitors.

And management – often ignorant of the subtle differences between selling products or services and selling solutions – become frustrated when they find that the expected boom in sales doesn’t materialise; that their salespeople continue to face pressure for lower prices, better service delivery ...

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Four tips to spot business opportunities

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How many people in your business are in contact with customers on a daily basis?

How many of them would be presented with new business opportunities but wouldn’t know what they look like or what to do with them?

Lately, we are hearing a common theme coming from CEOs, sales leaders, and partners at professional services firms: “My team cannot spot a business opportunity even when it’s right in front of them”

These leaders are not looking for everyone in their ...

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The Science of Persuasion

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Forget dictatorships, command and control style approaches, persuasion has a lot more going for it when it comes to better sales, better relationships, better team work, better business outcomes and long term change in actions and behaviour.

The term persuasion is most commonly associated with sales people. And there’s a good reason for that. If we consider the Business Dictionary definition of persuasion, “process aimed at changing a person’s (or a group’s) attitude or behavior toward some event, idea, ...

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Everybody lives by selling something

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This statement was coined back in the late 1800’s by Robert Louis Stevenson. It shows how everyone needs to consider selling as part of their professional life. It doesn’t matter what your work is, hairdresser, accountant, lawyers, engineers, trade, everyone. We all live by selling something.

In our lives we are all exchanging things of value. Whether what we exchange is of value to others should be determined through effective communication, open dialogue, and trust. We all need ...

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I’m not a salesperson but I have to sell. What do I do?

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After years of study and polishing technical skills to be a competent professional in a chosen field, it can come as a shock to many people that they need to sell their services and capabilities.

The topic of selling and growing a business often doesn’t feature in university lectures. In fact, selling is in many cases covered over and, if spoken about at all, is only mentioned as an unsavoury aspect employed by the desperate. Those days are over. ...

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