Ten Tips to Build Confidence and Increase Sales

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Ten Tips to Build Confidence and Increase Sales How is this for a scary thought: You can lose a sale before you get into work, before you have breakfast, and before you even get dressed. Why? You can lose sales before you even get to a pitch because of a lack of confidence. The more […]

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How to Get Past the Gatekeeper

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How to Get Past the Gatekeeper Most business owners and executives responsible for key decisions have a gatekeeper. A common misconception is that gatekeepers are there to prevent a sale from taking place. They think that gatekeepers just say no. But this assumption is often wrong. Understanding their role and then winning them over are […]

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How to Get More Appointments

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There are lots of different ways to reach out to potential customers these days: email, social media, etc. Despite all of these new ways to get in touch, one of the most effective is still the telephone. This usually means cold calling (or warm calling) a potential client to ask them to meet up with […]

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Get More Referrals

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Get More Referrals There are two things that every sales person wants to do. The first is to get more sales – obviously. The second is to get those sales quicker so that there is more time to get back to the first thing. Referrals help with both of these objectives. You are more likely […]

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Five Tips to Close a Sale

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Five Tips to Close a Sale The process of closing sales has more mystique than it deserves. Outdated advice fuels this mystique, like the ABC strategy in the classic movie Glengarry Glen Ross. It says that sales people should “Always Be Closing.” But buyers and business owners are more sophisticated now. Plus they have access […]

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How do you Cold Email Effectively?

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How do you Cold Email Effectively? One hundred years ago you had to turn up on someone’s doorstep to kick-start the sales cycle. The telephone and the era of cold calling changed that. With the telephone you could reach out to more people and only visit those interested in your product. This is now the […]

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How to Follow Up Effectively

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How to Follow Up Effectively “Hi, just touching base…”   How many times have you heard that before? More importantly, how many times have you said it? It’s one of those habitual phrases used by all salespeople when following up with potential customers they are trying to close. But to follow-up effectively, you need a […]

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How to Prospect Clients

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How to Prospect Clients There are two common uses of the word “prospecting”: prospecting for gold and prospecting for clients. It is open to debate as to which one is the more difficult career. If you’re having a bad sales week you would probably happily give up your phone and computer for a pan and […]

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How to Be Better at Sales

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How to Be Better at Sales You have probably come across people who are great at sales, but what makes them different? Is there a special personality trait that sets them on a path to success while you struggle to reach your target every week? The answer to that question is, unsurprisingly, no. All of […]

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Selling Mistakes to Avoid

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Selling Mistakes to Avoid There are lots of things that you should do in sales to achieve success, but there are also things you should not do. Some of them are common sense. Turning up to your meeting on time is an example. But there are also some less obvious mistakes that sales people make. […]

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