Tag Archives: information

How You Can Increase Your Worth And Earnings Potential Without Spending Any More Time Working

In carrying out the work of an external sales person there is always an amount of travelling time that can be used to enhance our prospects of success.  For many salespeople this is often considered as dead time; getting from … Continue reading

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“How Do You Know You’ve Been Successful?”

Sitting with a group of senior managers of a new prospective client I was asked how I knew I had been successful in training a sales team. I acknowledged it was an interesting question and asked what type of answer … Continue reading

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Do You See An Opportunity For What It Really Is?

Success in selling often comes down to how observant you are as an individual.  Do you see what is in front of you or rather what you think is in front of you?  Let me explain why this is important. … Continue reading

Posted in Being A Salesperson, Conducting Sales Visits, Differentiating Yourself and Your Offer, Questioning Skills, Stories From The Road, What It Takes To Succeed | Tagged , , , , , , , , , , | Leave a comment

There’s Always Something to Learn in Selling

No matter how long I’ve been training and coaching salespeople, it really frustrates me when people feel they know all there is to know and they believe there is nothing they can learn which will improve them. Often, the longer … 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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