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Fresh insights from europe’s best natural coaches

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5 Strategies to generate demand for your premium product

Diamonds are highly compressed chunks of carbon that are forever, a girl’s best friend, uber expensive and in great demand. Despite the high prices they are a much sought after premium product. One of the reasons for this is that supply is limited. Diamonds are not actually all that rare, but you’re not going to…

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What are the two vital behaviours your sales team needs?

Too often “sales” is seen as a dirty word. Ask the average person in the street to come up with a few adjectives to describe salespeople and selling techniques, and it won’t be too long before you hear words like “pushy”, “dishonest” and “manipulative”. Traditional selling has given sales a bad rap. This old way…

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5 ways to turn LinkedIn prospects into leads

There are plenty of reasons why sales prospecting on LinkedIn makes perfect sense. With more than 400 million members worldwide, it is arguably THE social network for business development, and a great way to get your foot in the door. According to the 2014 whitepaper, Social Buying Meets Social Selling: How Trusted Networks Improve the Purchase…

Lead Generation Business Funnel Concept

How to qualify leads: The 4 gateways your team needs in place

Just because someone has showed an interest in your products or services, it doesn’t mean they intend to buy. Leads are a dime a dozen, but which ones are worth the effort? Many companies try to sell to every lead their sales team receives, which can result in a lot of wasted time and effort…

Just-Eat

How Cold Calling Landed Our Biggest Client Ever – Part 2

7 Cold Calling Tips & Techniques that Work Following on from last week’s blog, How Cold Calling Landed Our Biggest Client Ever, we’ll be taking our 7 cold calling techniques and simplifying them so your team can get on with landing your biggest client of all time. 1. You must believe in your offering: cold calling success relies in…

Just-Eat

How Cold Calling Landed Our Biggest Client Ever – Part 1

In this globally uber-connected digital world, you may be wondering if cold calling still has a place in the sales environment. Technology and sales methodologies have changed drastically in recent years with many sellers using social media platforms, email marketing techniques and other sophisticated ways to make selling easier. But cold calling is still a…

Hand in sea water asking for help. Failure and rescue concept.

What’s the difference between loss aversion and scaremongering?

In sales, the overwhelming majority of us have a positive outlook. We have to, or rejection would crush us. You want to naturally cultivate that positive outlook because resiliency means, when faced with a roadblock, you’ll go over, under, around and perform nimble manoeuvers to get where you want to be. Positivity is both a…

Creative Process Ideas Creativity Thinking Concept

Why is creativity vital for salespeople?

“There is no doubt that creativity is the most important human resource of all.  Without creativity, there would be no progress, and we would be forever repeating the same patterns.” – Edward de Bono, psychologist, author, lateral thinker. It surprises me how often salespeople say that they’re not creative. They throw their hands in the air…

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Salespeople, it’s your call… Brexit Winner or Brexit Loser?

I worked through the Millennium Bug crisis in the late 1990s. There was wide spread panic and hysteria because the world was going to end in 2000, due to a quirk in computer calendars. I was in advertising sales at the time, and I remember my colleagues in sales talking about the Bug to customers,…

CV resume. Job interview concept. Writing a resume.

How To Recruit Great Salespeople

Salespeople play a crucial role in your business performance. They are on the front-line with your customers. Battling objections and winning business, they’re the true cavaliers of your company. In fact, to your customers, your salespeople ARE the company. They make the deals. They close the sales. Your best salespeople earn their money and then some. Before you invest time…

Independent Innovation

To Become Your Market’s Leader, Learn to Innovate

There is one sure way to grow your position as a market leader, just as there’s one sure way to become stagnant. Innovation is a hugely important factor for growth. And growth keeps you from stagnation. Let’s face it. If you’re not continually changing and exploiting new ideas to keep operations, products, and services fresh,…

Diverse Team Analyzing Data

10 Brilliant Words your Salespeople Should be Using

Sales can be tricky. While it comes down to natural communication, not robotic sales scripts, there are some basic techniques that every sales representative can use to improve their performance and results. Certain words, for example, can be highly effective, no matter what the context. Let’s look at the top words that you and your…

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Why Salespeople Should Love Pain

“So why doesn’t that prospect buy from me?” Short answer: It’s too comfortable for them not to. There’s always a temptation to stick to what you know. The same breakfast, the same holiday destination, the same terrible broadband supplier. For many prospects, whatever their experience with an unreliable incumbent or an ageing product, they have…