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Valid Interview Technique?
I talked with a colleague last week, who works in Inside Sales. He told me that one interviewer came in, while he was interviewing for a position, and dropped a pen on the floor. Some months later, the...
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Have we forgotten the importance of building long term business relationships?
An interesting article from my friend and mentor, Pete Evans, at Altum V. http://altumv.wordpress.com/2011/02/11/have-we-forgotten-the-importance-of-building-long-term-business-relationships/
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Be Interested, not Interesting!
If you are like most people, when you are in a situation (either business or social) when you are about to meet new people, you worry about what to say. Will the other person like me? Will I be a bore?...
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Seven Reasons why Word of Mouth Marketing is the Best Way to Acquire New...
I recently wrote this as a guest blog for Pete Evans of Altum-V. Check out the original post at www.altum-v.com. It’s free, low cost or at worst, it’s pay-for-results-only advertising A client who...
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You can’t bore someone into buying!
People buy benefits, not features How many times have you been confused by a technical sales pitch that focuses on features rather than benefits? You will see it in a lot of places – the high street...
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A Definition of Selling
Selling is getting someone intellectually engaged in a future result that is good for them and getting them to commit emotionally to take action to achieve that result. Dan Kennedy.
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The Sharp Angle: Identifying the last objections
Have you ever sat in a sales meeting and your prospect is giving you some signals that they are ready to buy? When you move in to the close, suddenly the client brings up an unexpected objection and...
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The best opening line for a sales presentation
I saw this posted on Facebook yesterday by Ace of Sales. They suggested that the best opening line for a sales presentation or meeting is: I brought an idea with me What a great way to open up with a...
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Marketing and Value
I came across a fascinating definition of marketing this week, listening to Seth Godin’s Startup School. Marketing is all about telling a story about value that resonates with people enough that they...
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Deliver a Flawless Presentation
One of the most common habits which detract from a good presentation (whether delivering a formal presentation or in some kind of formal talk) is the erm count. I’m sure that you have been listening...
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