non-sales

How to sell to smart people

How to sell to smart people

Pay-off: Pick someone smart you need a ‘yes’ from. Follow the advice below and you’ll increase your chancesInvestment: 5 mins. Sign up to monthly posts here You’re reading this because you sometimes have to persuade or sell to smart people. And you’re reading this because you’re smart enough to care about getting it right. Right? …

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The top mistake people make when learning to sell

Pay-off: avoid wasting hours trying to learn the wrong thing Investment: 4 mins Sign up to monthly posts here The shortcut to results The shortcut to improving your performance in just about anything is knowing the single ‘right thing’ that you, personally, should learn next. This is the one skill, item of knowledge, or behaviour …

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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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A simple way to win people over

Pay-off: shift your focus to this and you’ll become more persuasive Investment: 3 minutes Sign up to monthly posts here As with most of the ideas on this blog, this one applies to anyone – that’s you – not just people in sales. This tip applies when you’re interacting with other people and you need …

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10 conversations to have before sales training

Pay-off: 10 things to discuss with your colleagues before paying for sales training Investment: 7 minutes Sign up to monthly posts here This article is also on Linkedin here. And if you wish to print and share with colleagues you can download it as a PDF article here. You’re somewhere between the hoping and planning stage …

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Want to know how to persuade in just one question?

Pay-off: equip yourself to convince others with just one question Investment: 7 minutes Sign up to weekly posts here Soon you will face a conversation where you need to convince someone to do something that you believe will create a win:win for you both. In that conversation, every single thing you say or do will either …

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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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Some stern words to intelligent consultants who sell

Pay-off: avoid the biggest roadblock faced by consultants who sell Investment: 3 minutes Sign up to weekly posts here Results are obtained by exploiting opportunities, not by solving problems – Peter F. Drucker This is a message for intelligent consultants who contribute to sales or business development: You’re smart, I know. You’re proud of your …

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