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Sales Talk
7 Steps to Sales Magic (Introductory Workshop)
Is selling something that you struggle with, even though you know sales are essential to drive money into your business? Is it frustrating that you are not growing your business fast enough? We know how to help you ramp up your sales without being pushy or yucky by...
You had better be getting inbound right…..or you’re throwing your marketing money away
Inbound - how good are they in your company? Whether you are a one-man band, or a multinational organisation, you will inevitably be spending a chunk of your budget on marketing and promotion. The idea of course, is that you will encourage sales, or at the very least,...
How a split second decision as an 8 year old changed my life
How a split second decision as an 8 year old changed my life About this time of year, 43 years ago, I was sitting in my classroom at Goldsworth Middle School in Woking. The teacher was asking us to audition for parts in the Christmas carol service. The format was...
It’s not MAN anymore – it’s FAN
I'm subsituting MAN for FAN because it's time to move with the times! Those of you in sales will be very familiar with the acronym MAN as standing for: Money Authority Need (in other words, a simple way of identifying the best person to have a sales conversation...
You’ve got a big account? Be worried.
Do you have one big account? Something that brings in a huge chunk of your business? Well don't go relying on it. You may have heard of The Pareto Rule – 80% of your business comes from 20% of your clients. So what would happen if one of your big clients decided to...
13 years old knows how to cold call better than me?
He's 13 years old, so obviously he knows how to cold call better than me! OK - It's Hallowe'en and I'm doing Trick or Treating with my 2 children and their 9 year old cousin. Clear instructions are issued: Only go to the houses with pumpkins or decorations outside Be...
Sometimes it’s better to sell backwards
Sometimes it's better to sell backwards Do I really mean that? Well maybe not everything should be done backwards. But it is certainly worth setting out at the beginning of the meetings, the expectations you have for the end of the meeting! Let me clarify. OK - here...
The language that makes customers avoid you
Positive Language can make a huge difference to your sales conversation, so don't go using language that makes customers avoid you. There are certain words and phrases that are considered clichés in the world of selling. If you want to avoid looking like an insincere...
10 Things successful salespeople always do
10 things successful salespeople always do There are always some high achievers in sales who, no matter what, always seem to be able to smash their targets, whatever else is happening in the world. So what do these individuals have in common and what can you learn...
How to sell the unfamiliar (or “there is a reason people are afraid to buy”)
How to sell the unfamiliar. Research shows that customers are unlikely to choose an unfamiliar brand over one they know and recognise - even if there are clear or obvious shortcomings with the known brand. That can even extend to using a dangerous brand. In a...
Proactive CRM Training
Proactive CRM Training Who you are: You have piles of business cards, scraps of paper, notes, and customer records all over the place. You know you need to be more organised but it is hard to get round to it. You often waste time looking for customer information and...
Be Price Confident – sell without ever discounting again!
This course is not currently running. We recommend you try this instead: How To Sell
Plan for Sales Success in 2018
Plan for Sales Success in 2018 Who you are You have your own business. At the beginning of last year you made some goals. Some you achieved and some you didn't. Next year you want to do better. What your issues tend to be You know you need to take time to plan,...
Negotiate to Win!
This course is not currently running. We recommend you try this: How to Sell
Selling with LinkedIn
Building your business with LinkedIn Who You are Maybe you are on LinkedIn but you're not sure if you're making the most of it? In fact, you are pretty certain that you are missing opportunities. Do you keep hearing stories of people who are making money and getting...