Tag Archives: questioning

The Only 2 Questions You Need to Answer to be More Successful at Anything

Whatever you do, if you want to be more successful there are 2 important questions to ask yourself. They immediately help us focus our efforts and energy as well as encouraging us to keep on improving. The 2 questions are: … Continue reading

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How To Re-engage A Key Decision Influencer Who’s Gone Cold In Your Sales Presentation

I was speaking with one of my clients’ salespeople today about a project they’re working on. A final presentation/meeting had taken place and the salesperson was telling me he was confident it would be moving on to the order, yet … Continue reading

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How Dress Down Day Worked For Me

I had been working on breaking into a major competition account and had visited them a number of times when they introduced ‘dress down Fridays’.  This involved the usual formal attire of business suits and ties making way for smart … 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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I Want To Be Like Mike

One of the experiences that always sticks in my mind from being a younger, impressionable salesperson was the first time I accompanied the most successful salesperson in the company I had recently joined. Mike had worked there for more than … Continue reading

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Did You Sell It … Or Did They Buy It?

In the years I have worked with salespeople, researching them and interviewing them I have come to understand that sadly, too many salespeople are deluded. Having won an order they convince themselves they sold something when actually, the truth is … Continue reading

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Just Because They Asked for a Quote Doesn’t Mean They Are Going to Buy Something!

For many salespeople when they are asked for a quote it is as good as a prospect uttering the follow on words, “… so I can give you an order!” And yet, that isn’t what the prospect said; they only … Continue reading

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