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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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We need a new salesperson stereotype for the 21st century

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If you cannot relate to the typical salesperson stereotype you are not alone. Many people we speak to, including many salespeople themselves, have never been able to relate to the fast talking, overly confident and ambitious, competitive, win at all costs, know-it-all, we-are-the-frontline-and-without-us-you-wouldn’t-have-a-job persona that is often portrayed as the ideal salesperson stereotype in the media and business world via films, press, social media, books, articles, and so on.

Today, many people, of all sorts ...

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The 7 differences between Selling, Marketing & Networking

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As I have stated before I am a stickler for using correct definitions when describing concepts and their elements.

In music, science, mathematics, physics and engineering we do not usually debate the definition of these constructs. We accept that a crotchet is a crotchet, a prime number is a prime number and so on. No debate.

However, in the world of business and, especially in the world of Selling, we get all sorts of definitions floating about with meanings both ...

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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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Why everybody benefits from being more ‘Otherish’

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What does being ‘Otherish’ mean?

Adam Grant, in his bestselling book Give and Take, talks about the concept of “otherish” being the opposite of selfish and different from selflessness. “Otherish” people   consider both their own interests and the interests of others simultaneously; they are looking for win-win situations, as opposed to selfless people who may only consider the other and end up in lose-win setups or selfish people who look for winner-takes-all.

‘Otherish’ is all about a fair exchange of ...

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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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