A leading habit for leading sales people: the personal audit
In sales you must be able to, as Jack Nicholson once said, “handle the truth”. Great sales people have one thing in common – they actively seek feedback. If you can’t handle critical feedback, then...
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14 questions to understand your customers
In our recent book, The Natural Sales Evolution, we run through some crucial questions for helping you to get into the minds of your customers. You can use these to prepare for meetings, or...
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Two years of massive sales change
In the Natural Sales Evolution, we look at how the sales process, environment, culture and customer buying habits have all changed in the past 2-5 years. Here are the main changes – are you prepared...
View ArticleTake a Walk: 5 compelling reasons to make your next meeting a Walking Meeting
The next time you hold a meeting , why not forget about the office altogether and take a walk instead? You can take clients on a Walking Meeting, or internal colleagues. Our experiences, and those...
View Article14 Questions for Understanding the Modern Day Buyer
Do you consistently try to ‘walk a mile in your customer’s shoes’? In order to understand your customer you have to ask yourself a series of questions. Only then can you add value to them and sell...
View ArticleObjection handling just got harder – customers know everything!
Today in sales, knowledge is power. Sales people need to collect and process knowledge in a wide variety of areas to stay on top of the game. This knowledge includes, but is not limited to: buyers and...
View ArticleBecoming a Cross-Selling Sorcerer
We’re all familiar with the Value Meals that entice us at the fast-food establishments; you know the ones that are meant to give you a better deal. Now, it’s no secret that Value Meals are meticulously...
View ArticleGreat at Sales, Poor at Managing?
Technically, your skills are sharp and finely tuned. You make sales quotas with extra to spare. So why aren’t you getting promoted? A move up the ladder requires you to perform at a higher level of...
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“Connect More”: Three ideas to build your network & sales pipeline PART 2
In PART 1 we looked at how Linkedin and old connections could be useful ways to build a sales pipeline for 2013. Now, in PART 2 we focus more attention on smart cold calling and offer insight into how...
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“Connect More”: Three ideas to build your network & sales pipeline PART 1
The world of selling has changed dramatically over the past ten or 20 years. It would be foolish to ignore the impact that technology, for example, has had on the selling industry as a whole. Yet,...
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