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You Can Afford To Increase Prices!
Have you been working hard all year for little or no profit? Customers making more demands but unwilling to pay for them? It's time to increase...
The 6 Ladder Rungs to Sales Success
We've all seen sales stories represented by people climbing ladders. Looking up (Still so far to go!). Looking down (Don't look down!) What are the...
5 Essential Steps to introduce an Effective Sales Incentive scheme
Amongst Salaried Salespeople the bonus or incentive scheme can often be misunderstood. How does your present plan correlate with the Corporate...
5 Steps to Sales Success
1. Think In Ink Whatever plans you have to be the best sales person you can be, make sure you write them down! Not just some sketchy overview but...
Goodbye Recession. Hello Good Times?
The British economy is now 0.2% bigger than it was at its last peak, in the first three months of 2008. Britain's longest depression since serious...
Procurement People are SMART
Heading into a sales visit with a new Buyer? Are you prepared properly? Do you have a sales qualification? What % of Procurement professional have a...
The 3 ‘so whats’ you must ask yourself
You're preparing for that big customer presentation. PowerPoint slides everywhere. Time for some editing before the big event. Take each major point...
5 Top Tips to break a Negotiation Deadlock
What needs of the other party are not being met? If you reach a deadlock the best suggestion is to STOP discussing the CONTENT and review the...
The 5 Steps to Negotiating Success
How much of your day is spent negotiating? Much more than you imagine! "You pick up the kids and I'll go to the Supermarket" "Empty the dishwasher...
Top Questioning Techniques
How will you know what your customer is looking for if you don't ask them questions? Questioning Skills are critical for top-performing...
The 3 Most Important Questions to ask your Customer
OK, you've been invited to see a new client and you're heading to their offices. There are just 3 questions you need answered in order for you to...
The easiest way to get closer to customers
Ever been in a meeting with someone who has droned on about all of their achievements? "I did this and I ran that while I was taking a holiday and...
Mistakes aren’t good but customers remember how you put things right
We all make mistakes. It's part of being human. Customers won't be happy that something has gone wrong with their valued order but the main thing...