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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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Death of a Salesman

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Have you looked around in tech sales – including computers, mobiles phones, gadgets, audio etc?

There seems to be a hell of a lot more marketing going on and less selling, sales people in the shops are not doing the selling – but the marketing department and the hype is. There is more emphasis on the marketing and the looks, more hype, more stuff, more launching of a new product and I must own the latest and shiniest.

This is ...

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One important Item to keep your Sales Wheels Turning

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Maintaining momentum in a sales career requires a proactive, disciplined approach. There are many things to consider and put together to achieve an effective selling week and sales year. The onus is on us, the salesperson, to make the most of what we have. However, many sales people unfortunately adopt the approach that it is their company’s responsibility to train and educate them, to provide everything they need before they can truly be effective as sales people.

By contrast, ...

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Shut up and Close the Sale

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The buyer gives the sales person a clear buying signal like: ‘Where do I sign? When do we start? How many can I get?’ and so on. And what does the salesperson do? They carry on telling the prospect about additional features and benefits, none of which are of real interest to the buyer who has already made a decision to purchase.

Sound like another story? Don’t be fooled there are too many sales people who have sailed past ...

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The Way we do Sales Training is Changing

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Sales training is not going to disappear – in fact as the market becomes more complex and competition more virulent salespeople will need more, not less training. Salespeople will also have less time to be trained due to increased costs, less sales people, more complex sales, longer sales cycles and so on.

Those two forces – increased competition with the need to up skill salespeople and less time for training – will make identifying different and effective training methods ...

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“On Sale” and what it means for Sales.

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Have you looked around lately … e.g. Television, advertising while surfing the Internet, brochures, bill boards, shopping malls etc.?

All you ever see is “On Sale” – (nearly) everywhere.

Then all of those advertising where many larger retailer constantly tell you “if you find the same product cheaper in other stores we beat it by some percent”.

Let’s face it; there will always be someone offering their products or services cheaper than you. But are they offering exactly the same as ...

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How much Sales Training should I have?

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Highly effective sales people do not happen by chance.  Top performing companies across industries provide their sales teams with no less than 8 days of focussed sales training per year, excluding product training.

Of course, larger businesses can afford to invest in the development of their sales teams and appear to have the upper hand when it comes to highly skilled sales and service teams.

Having regular and quality training and coaching can prove to be a challenge for smaller ...

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10 Do’s of Onlines Sales Training

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Here are 10 important Do’s that every successful online training provider should incorporate into their online (sales) training courses, well in my humble opinion anyway.

  1. Present the benefits of undertaking the course, module or topic
    Do not let your participants dive into a course, module or topic without providing them what the aim is. If you just dump the content in front of them in the hope “they will pick it up anyway” will only lead people to jump ...
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What do Sales People Need to Know and Apply?

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What is expected of sales people today? And so, what do they need know or learn?

Let’s first look at what clients want. This will help us determine what sales people need to be able to do.

Clients today have access to more information than ever BEFORE. Clients can make product versus product comparisons very easily. And most clients know what they are after even if they don’t know how to articulate it.

Clients expect to communicate and deal with a ...

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