thinking

Get proactive sales engineers

The most important ‘winning sales behaviour’ to activate

Get proactive. Right now. I know you’re busy. You’re an engineer who followed a certain path in life. You’re technical, you like to think, plan, solve, and use your strengths. But… …you’re also here because you know your skillset might no longer be enough for what’s ahead. You want different results. You’ve got the rest …

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A simple way to make better decisions

Pay-off: Plenty of ideas to make better decisions Investment: 3 minutes Sign up to monthly posts here Of course, you could use the ideas below to help other people make decisions too. Including buying and selling decisions. OK, let’s learn by doing: Pick a decision you’re currently trying to make. Now, stop trying to make …

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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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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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How to sell without being pushy

Pay-off: do this and you’ll get lots more yeses Investment: 4 minutes Sign up to weekly posts here No one likes pushy. Pushy pushes people away. Systems scientist, Peter Senge said, “The harder you push, the harder the system pushes back.” So, at the risk of stating the obvious, if you’re receiving push back, you must be …

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Optimise your day, make maximum impact, and get home early

Pay-off: quickly increase your effectiveness and efficiency (+ free cheat sheet) Investment: 4 minutes Sign up to weekly posts here Everyone seems too busy these days. But most people, I’d argue, are too busy being ineffective. “I won’t be able to help you this afternoon, I’ve blocked two hours out of my schedule to bang my …

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How to convince someone by changing their environment

Pay-off: something else within your control that can help others make the right decision (like asking them to marry you?) Investment: 2 minutes Sign up to weekly posts here How to convince someone (by changing their environment) It’s probably worth considering that decisions aren’t made in isolation of one’s environment. You think you’re being sensible and …

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How to find your perfect sales mentor

Pay-off: sell more, more easily, by getting someone else to tackle your sales challenges ahead of you Investment: 10 minutes – this is a thorough ‘how to’ post that should make significant impact on your sales performance if you apply what you learn Please share if you think others will find it useful. (Thank you!) Consider this week’s …

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