Monthly Archives: October 2016

The Issue With Budget Quotes and Why Most Salespeople Are Only Fooling Themselves by Issuing Them!

I was recently working with a capital equipment company whose salesperson had told them they had lost an order against a lesser quality competitor as the company’s quote had been “too expensive” and “too long a delivery”. On looking into … Continue reading

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Virtual Reality – The Art of Pitching and Presenting So Your customer Gets It

I’ve just been reading an article about Microsoft’s HoloLens hologram headset technology that permits users to see virtual reality and I found myself thinking about how many salespeople could do with something similar to help them present and demonstrate their … Continue reading

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How To Sell Your Way Through Tough Times (Part 2 of 2)

(This post continues from part 1. Please click here to read that before proceeding with this – thanks.) 4. Differentiate Your Offer. In tough times it is imperative you differentiate your offer. If you want to be seen as being … Continue reading

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How To Sell Your Way Through Tough Times (Part 1 of 2)

Doom and gloom!   It’s often the message given regarding the economy in the newspapers and on the television and when it is, if you are not careful it may be what you’ll end up thinking too.  Before you go into … Continue reading

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How to Get Information When a Prospect Doesn’t Necessarily Want to Give it to You or Says They Can’t

A challenge that exists for many salespeople is how to ask for and get information when a prospect doesn’t necessarily want to give it to you or says they can’t. For example when selling a product / service against an … Continue reading

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