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How To Prepare For Your Day In Sales

How To Prepare For Your Day In Sales

Start the day before it starts. When you finish your day, spend the last 10 minutes compiling a ‘will do’ list for the following day. Be mindful of what is the most important aspect of your role i.e. book qualified viewings and valuations and ensure when there are times you’re not conducting them, you are doing activities that will be focused on achieving them. It…

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Get The Agreement first, Then Negotiate

Get The Agreement first, Then Negotiate

As a rule, do not negotiate until you have an agreement in principle to do business or progress to the next stage. I recall a retail client of mine was negotiating for a kitchen and he dropped from £35,000 to £26,000 and the buyer then said “I’m going to go and get some quotes”. The seller gave away £9,000 for nothing in return. The technique…

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The Key To Selling New Products & Merchandise

The Key To Selling New Products & Merchandise

When you talk about how good you are its bragging; when someone else talks about how good you are, its proof! Therefore you need to use testimonials to reassure your prospect and put their mind at rest. Wherever you can, you need to use a relevant testimonial to the prospect. So when I target estate agents for my sales training, I use a testimonial from…

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How To Handle Rejection In Sales

How To Handle Rejection In Sales

One inevitable part of sales that can never be avoided is – rejection. However it’s only rejection if you label it rejection. Many people say the  person is not rejecting YOU, they are rejecting the idea, product or service that you are proposing. I completely disagree with this concept  and they are 100% rejecting YOU. So you need to review the call and think, did…

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How To Over Come Your Companys Bad Reputation

How To Over Come Your Companys Bad Reputation

Your objective is to reassure the prospective customer that things have changed and educate them how  you can now help them moving forward. This can only be achieved by understanding exactly what  occurred in the past and then using the third party proof technique (FEEL, FELT, FOUND) to put their  mind at rest. Let me demonstrate in this example: Prospect Customer: I appreciate the call;…

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Get A Decision Maker Interested Using The 3 Bites Of The Cherry Technique

Get A Decision Maker Interested Using The 3 Bites Of The Cherry Technique

The most common reason given by decision makers for their disinterest, is the significant investment already made in my competitors’ product (my main competitor’s product cost hundreds of millions of dollars). My question is this – When promoting a product that offers benefits over the competition, how do you share that information when no one will listen? I call this the 3 bites of the…

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Should you leave voice mails when cold calling?

Should you leave voice mails when cold calling?

 I would definitely recommend you leave a voice mail, as long as it’s the right message. Many sales people I train leave the  following type of voice mail: Good Afternoon Mr Morris, this is John Smith calling from ABC systems and I am calling to see if you’d be interested in our new  IT software that is used for creating your own email campaigns. If…

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Coldcalling Is Not About What You Say, Its How You Say It.

Coldcalling Is Not About What You Say, Its How You Say It.

 What I find fascinating about these findings is the majority of communication is non-verbal. Over the phone, you don’t have the benefit of  body language, so over the phone it becomes 17% the words you use and 83% how you sound. In your opinion is it possible to sound great on every call you make or take? Most sales people I ask that question too…

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The Elevator Pitch

The Elevator Pitch

When you are about to make that perfect sales call, is it likely the person you are about to call are sitting in their office awaiting your call? Probably not. Therefore, we must never start the call with ‘is it convenient to speak?’ or ‘have I caught you at a good time?’ As we know the answer to both those questions. Therefore, we need to…

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How To Organise Your Prospects

How To Organise Your Prospects

If you could work with any company in your territory, who would it be? If you don’t know the answer to this immediately, you have not designed your hitlist. Rather than have a scatter gun approach, you need to choose who you wish to target and why you wish to target them. The most effective way to go about this is to grade your clients. I…

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