Blog Archives

3 Simple ways to stand out from the competition

Use these 3 “easy cheats” to help differentiate yourself from the competition.

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Posted in 3 Converting Prospects, Blog, Differentiation In the Sales Process, Sales Conversion, Sales New Business, Selling Skills

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

Business Development: Ever Wondered Why People Buy From You?

Kerching! Strange really. We all buy things every day whether it’s a sandwich at lunchtime, petrol for your car or a £4m computer system the process is pretty similar but what makes us do it? Let’s explore this aspect of business development

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Posted in 3 Converting Prospects, Blog, Differentiation In the Sales Process, Sales Conversion

People buy from people; make your firm more personable

We have all heard that saying: people buy from people. Of course they do because you can trust a person; you can like a person and you can establish a relationship with a person. You can do none of these things

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Posted in 3 Converting Prospects, Differentiation In the Sales Process, Sales Customer Service

How A Small Difference Can Have A Massive Effect

Did you know that humans and chimpanzees have only a 2% difference in DNA. In 2005 the University of Washington in Seattle sequenced the genome of our furry forebear and found him to be more of a sibling than an

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Posted in 3 Converting Prospects, Differentiation In the Sales Process

“Are You Receiving Me Ginger, Over?”

I have my friend Gary Miller to thank for this. We were out having lunch the other day and he said that he always knew if he was going to do well with a prospect if they were “on the

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Posted in 3 Converting Prospects, Blog, Sales New Business, Sales Relationships
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