The Right Way To Tell Your Client They Are Wrong

It is easy to be honest about good news that will benefit your clients. But in B2B sales, it will take you gumption and a vested interest in the success of your customer's business to address issues that your client may not know are a problem. Even worse they may think they are doing what is best for their business…

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Reality Check – YOU Are In Sales!

"I hate sales, it's not for me," says the wannabe success story. Well in the wise words of celebrity chef Gordon Ramsay: "Get Ye Head Out Ye Ass!" You my friend are in sales. It doesn't matter the profession. It doesn't matter the industry. It doesn't matter the position. You are in sales! Rapport building, persuasion, rejection - are a…

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You’re Not Perfect Sh*thead!

You Should NOT Be In Sales Unless You Always Take Ownership Three months ago I posted about my ambition to quit smoking. Although I had success, I did make a promise to you that if I were to cheat in any way that I would cease to be an affiliate of the Green Smoke e-cigarette program. Well I am here…

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How To Deliver Fearless Sales Presentations

Don't worry, if you get nervous just imagine the audience is naked. This is the unquestioned advice we have been told at the thought of our nerves getting the better of us while speaking to a crowd. But I don't get it. Every sitcom has depicted this situation - the presenter messing up anyway. And every time, the naked audience…

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How Numbers CAN Lie

In sales we hear it often: The numbers don't lie! But if I conducted a poll which is considered “statistically significant” or scientifically accurate – which means it has a sample size of 1000+ respondents - and posed the question: "Is this poll statistically significant?" The first 999 people would vote no and be correct. But when that 1000th person…

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3 Dead Giveaways Your Prospect is Losing Interest

There is nothing worse than getting your prospect excited about your products and services, setting up a sales meeting, and arriving to find out they are not as sold as you thought. Interest levels raise and decline throughout the buying cycle and you must recognize when you are saying too much and not listening, or not saying - and selling…

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6 Thought-Provoking Sales Mantras

You feel jaded or exhausted with carrying the pressure to sell, sell, sell. It seems you can't find the groove you once had and you need a mental shift to get going again. To get activity levels back to where they were requires a personal boost. I find looking at things in a new way can help significantly in improving…

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Can You Really Generate Sales Leads Using Social Media?

In 1992 I was introduced to the internet. Not exactly the internet but a makeshift version. I was a member of National Capital Freenet – Ottawa’s first newsgroups site. My username was bb052. I posted on forums about Nintendo, WWF wrestling and Ninja Turtles. And it was awesome! Although pages took minutes to load, it interested me greatly as the…

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