Blog Archives

How to get past Gatekeepers!

This is for you if you struggle to get past the Gatekeeper when calling for decision makers

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Posted in 2 Prospecting, Blog, Sales Conversion, Sales Effectiveness, Sales New Business, Sales Relationships, Selling Skills

2 Approaches To Lifting Client Satisfaction Levels

This formula shows how people calculate their satisfaction with what you’ve done for them. Satisfaction = Reality – Expectation Obvious, I know, but all too often forgotten. So here are two ways to lift your clients satisfaction levels . Make whatever

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Posted in Blog, Sales Customer Service, Sales Relationships

Half A Million Deal On The Strength Of Personality

By Christmas 1997 I was the MD of a multi-million pound IT services business and bored to tears. My partner and I had our usual festive lunch and based upon this fact and our firm belief that “if you lose

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Posted in 3 Converting Prospects, Blog, Differentiation In the Sales Process, Sales New Business, Sales Relationships

7 Ways To Measure If Attending A Business Event Was Worth It

We attend business events all the time: networking do’s, seminars, conferences, trade shows and so on. But how do we know whether it was worth it or not? Naturally if we went to learn something new the value comes from

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Posted in 2 Prospecting, Blog, Real Networking, Sales New Business, Sales Relationships

An Angry Client Is Also An Opportunity – Don’t Waste It!

My first sales mentor used to rub his hands together in glee when we had a problem with one of our clients. “Any fool can do it when it’s going well but only a real star can do it when it’s

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Posted in 5 Client Management, Blog, Differentiation In the Sales Process, Personal Brand, Sales Customer Service, Sales Relationships

If somebody sees you for a coffee does that make them a prospect?

listen to ‘If somebody sees you for a coffee does that make them a prospect?’ on Audioboo

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Posted in 2 Prospecting, Blog, Sales Conversion, Sales New Business, Sales Relationships
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