Tag Archives: planning

How to Ensure ‘Beginning With The End In Mind’ Works For You, Not Against You

One of Stephen Covey’s 7 Habits Of Highly Effective People is: Begin with the end in mind. In other words, do things in a way that will give you the best opportunity of achieving your desired outcome. And whilst Covey … Continue reading

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The Only Reason Why a Sales Contact Should Occur

Why should we carry out a sales activity?  The only reason a sales contact activity should take place (whether it be via a face-to-face visit, phone call, email, etc…) is to effect progress.  Progress that is in terms of: Creating … Continue reading

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The Importance of Goal Setting to Ensure You Succeed

Many surveys have been conducted into goal setting and is widely cited that less than 5% of the human race know how to set goals.  It is also claimed that less than 5% of us actually have goals and whilst … 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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You Can Lead A Horse To Water … But You Can’t Make It Drink … Can You?

Sometimes you just hear stories that perfectly sum a situation up. One such story for me is the one involving Charlie, a behind target salesperson and his boss at Charlie’s annual review.  Discussing how the last twelve months have gone … Continue reading

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If Your Salespeople Are Driving 50,000 Miles Per Year They’re Not Working Hard Enough!

Some time ago I attended a networking event for salespeople and overheard a Sales Director discussing his new company car. So often a key benefit for an employed salesperson the company car says a lot about them; how important they … Continue reading

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What It Takes To Succeed In Selling – Part 1

Welcome to the first post in a series about what it takes to succeed in selling.  Having studied a wide range of successful people intensively for more than 25 years I have recognised that they all have certain traits in … Continue reading

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