customers

When customers and colleagues are in denial

Pay-off: you might just crack that tough nut who’s in denial Investment: 7 minutes Sign up to weekly posts here Ooh, this is a tricky one isn’t it? Now, let’s be clear, I’m no expert in dealing with ‘denial’ as such. Having said that, the nature of my work means that I work with people …

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10 short tips to communicate, learn, think and sell better

Pay-off: 10 quick and actionable ideas to help you communicate, learn, think and sell better Investment: read whichever you like (5 mins to read the lot) Sign up to monthly posts here   There should be something for everyone in this post. Most of these short tips apply to most people. Usually, in my posts I …

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One way to remove buying resistance

(And how to help people avoid acting like jerks!) Pay-off: get this right, and you’ll find selling a lot nicer Investment: 3 minutes Sign up to weekly posts here Every day I work with people struggling to sell. Less often I work with people who sell well. Makes sense. I learn a hell of a lot from …

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What to do when prospects are too busy to talk

Pay-off: engage more prospects, more successfully Investment: 4 minutes Sign up to weekly posts here You might have seen the cartoons below. Frustrated salespeople share them on social media for light relief. Clearly, there’s some truth in them. And they’re amusing. But keep in mind that while you’re busy laughing at them, the next person could be …

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The right way to learn how to sell

Pay-off: Pick the right learning solution to improve sales results Investment: 2.5 minutes Sign up to weekly posts here You read the book and attended the course. You listened to the advice and observed the boss. But still, something isn’t right. You’re still not totally clear or confident. How the hell do you apply what you …

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How to be different when developing business

Pay-off: 6 actionable ideas to help your clients see (and buy) your difference Investment: 4 minutes Sign up to weekly posts here Unlike the man in my following story, my own clients don’t sell fish. But they can learn some useful lessons that will change how they approach business development and the results that they get. Strap yourself in, …

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To anyone who is uncomfortable selling themselves

Pay-off: become more comfortable selling Investment: 40 seconds Sign up to weekly posts here To anyone who is uncomfortable selling themselves: You’re smart You’re not pushy You’re good at your job You want to help You’re a problem solver You’re a good person You’re professional You’re reliable You’re organised You’re trustworthy You’re honest You care And you’re glad you’re …

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The worst advice your mum gave you

Pay-off: flip this on its head and you’ll help and earn co-operation from others from now on Investment: 2 minutes Sign up to weekly posts here “Treat others how you would like to be treated”, your mother once told you. You liked that idea. It made perfect sense. So as best you could, you did it. Which …

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