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Posts in Customer acquisition

Why everyone struggles with sales objections

By andrew on June 8, 2019

Everyone tends to struggle with sales objections. It’s just that some people learn to cope with them better than others. It is because we go through the emotions of rejection. Here are some practical tips to help deal with them, taken from the training module on Complaints, Objections and Nos. There is an audio CD on the subject too for just £34.99.

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Poor telemarketing looks like this

By andrew on May 24, 2019

Here 5 great points about how NOT to do your telemarketing. Good telemarketing requires some thought, some planning and some professional pride. Don’t be one of those telemarketers that gives us all a bad name. Phoning people to sell gas or electricity when they work in serviced offices is clearly a waste of time and frankly not very bright.

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Sales mistakes to avoid – 5 common habits

By andrew on May 7, 2019

5 sales mistakes to avoid. Work on your integrity to build great long term trading relationships with customers. This will make them more likely to buy from you more often. Take the long term view.

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How do you follow-up visitors to your website?

By andrew on May 1, 2019

It is important to follow-up enquiries and even website visitors quickly, shortly after they’ve been on your site. There are services that allow you see who these B2B visitors are. Ensure you have a plan in place to maximise the opportunities that are coming your way daily.

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Directing a conversation – the easy 2 stage process

By andrew on April 10, 2019

Directing the conversation is a key skill when trying to steer your customer in the right direction on the telephone. On our 2 day courses we show you the easy to use 2 stage process – the Seek & Speak circle. We demonstrate it to you, and then give you the chance to try it for yourselves.

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Structuring your telephone sales call – 3 elements

By andrew on February 25, 2019

Structuring your sales call is a key part of making sure your calls are effective. Here are 3 tips from our 3 CD audio series on selling on the phone. Here we cover background, using benefit statements and summarising.

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Structuring your telephone sales call – 3 elements

By andrew on February 4, 2019

Structuring your sales call is a key part of making sure your calls are effective. Here are 3 tips from our 3 CD audio series on selling on the phone. Here we cover background, using benefit statements and summarising.

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Character traits of great sales people

By andrew on January 7, 2019

8 traits of successful sales people. What makes some sales people more successful than others? Not just these 8 for sure, but this is a good blueprint to help keep your own personal bar set high. Setting high standards leads to greater satisfaction and more success. You know it makes sense!

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What to do with Christmas – business review

By andrew on December 21, 2018

Christmas and new year is a great time to take stock and review your business, your product lines, your customer mix etc. Most of the country goes quiet, so you can take time out to think, without being worried that the rest of the economy and your competitors in particular are stealing a march on you.

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