beginners

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Apple Iphone 3G

Wednesday, July 16th, 2008

Is selling an Iphone 3g classified as making a major sale? Somehow I don’t think so as there is nothing short of a frenzy in the market place. Apple have done a stunning marketing job and somehow have made it near impossible to own a 3g phone without entering into a contract for a set [...]

Buying In

Friday, July 11th, 2008

Here is an excellent description of why we need “buy in” it is from the book written in 2004 by Mark Walton “Generating Buy-In: Mastering the Language of Leadership”. This is particularly true if you are in Sales Training or making major sales.
 
However well-positioned, intelligent, or accomplished we are, to succeed in this twenty-first century, [...]

Good Business or Bad Business?

Friday, July 4th, 2008

Continuing on from my previous post about Ray Woolf, here is an example of how we can get all this wrong.

Only two nights ago I visited a restaurant close to where I am living, here there was no English spoken.

The restaurant was nearly empty but it looked good. The menu was inviting and [...]

The Best You Can Be

Saturday, June 28th, 2008

I remember way back in 1962 well before I ever knew I would have a sales career; I was employed by “Plessey” an English Radio Telephone manufacturer in Auckland New Zealand.
At this time I was young and had dreams of becoming a Radio Technician.

During my four year tenure here an immigrant from England by [...]

Handling Objections

Wednesday, June 25th, 2008

Remember if you have the correct questioning technique well and truly established in your selling skills, you will rarely attract objections from customers or prospects.
If you find this hard to believe I strongly recommend you read the book “Spin Selling” by Neil Rackham. It actually makes me laugh when I look at all the traditional [...]

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