Archive | Sales

What has the Milkman got to do with Sales?

I was at a friends place recently, he joked with his 16 year old son that his father was the milk man. His son said “what is a milk man”?

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The Challenges of Key Account Management

With a globalised and increasingly competitive business world, sales teams have progressively understood the value of major accounts.

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How to Sell to Customers at a Premium

How many sales efforts do you know of that don’t claim to be about selling “value”?

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How To Get Your Message Across Using Effective Stories

How do we ensure our communication is understood? How do we get communication to be relevant, interesting, and exciting to the other participant?

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7 tips that will help to make sure your next Expo is worthwhile

As an Expo exhibitor and visitor, it often surprises me how little thought seems to be put into preparation of the stand, and how unprepared the sales team can be who are on the stand.

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Supercharged Money Making Connections

Many understand the importance of networks and referrals but few truly grasp just how powerful a focused commitment to a strategic relationship can be – what we call a “centre of influence.”

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Choosing a Psych Test – Four things you must do

If you ever want to polarise opinion in a meeting of sales managers, just start talking about psychometric testing.

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New Strategies for a New Financial Year

The past year has been one of survival for many businesses. One of battening down the hatches, shedding costs, looking inwardly and waiting for the storm to pass.

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Farming Your Client Base

Before I get into this subject let me ask you something, how much time and effort is required by you to secure the work of a new customer?

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How To Deal With Grumpy Customers

‘You’re a dumb b*$#@%d’ one of your best customers yells down the phone. Your stomach churns, you get that sinking feeling and …

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Get Sales Firing in 90 days. 3 Easy Things You Can Do Right Now

There is no question that in these economically uncertain times, sales leaders will need to get a whole lot smarter and more shrewd if they are going to keep and grow their existing customer base.

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Our prices determine our market – you are not a victim.

Don’t kid yourself. The market doesn’t determine our prices; our prices determine our market. It’s our fault, not theirs.

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How to Recruit Your Next Sales Star

Following on from the article in the last issue of NZSM, ‘Hiring your next superstar – making the most of the interview and selection process’, …

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People Aren’t Buying What You’re Selling

Okay, you make a great product or provide a very unique service. You’re in love with it and so are your customers. It’s a wonderful product/service. I get it. Now get over it. Because your customers aren’t buying it. They’re buying things you aren’t even selling.

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Curious Or Cynical? How To Sell More Using Social Media

Are you curious about how social media fits with sales and sales management? Or cynical? Are you looking for silver bullets or short cuts to improve your sales?

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Posted in Sales, Social Media3 Comments

The Three Critical Areas To Explore When Qualifying Leads

Sales Opportunity Qualification is one of the most valuable skills for a professional salesperson to develop.

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7 Steps To A Positive Attitude & Better Sales

“Your attitude will determine your future…”. It sounds simple, but it is harder to actually do, especially for sales people. Developing and maintaining a positive mental attitude requires determining and controlling your thoughts.

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Closing vs Consulting

Do closing techniques still have a place in the consultative sale? Traditional sales training used to include a focus on teaching sales people a number of different closing techniques.

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How To Close More Sales Without Being Pushy

During training sessions, the people working in those industries talk about their favourites but there is always one that becomes the problem they have the most trouble with.

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The Age of Free

Rupert Murdoch is throwing a tanty because media is changing. He doesn’t like it because he can’t control how communication (through Social media) will work from now on.

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