Salesmanship

B2B Selling Isn’t Black Magic

Sales Manager

Selling B2B products or services doesn’t involve any form of magic, black or any other colour. But it does require discipline and focus. There needs to be a process everybody understands, including the prospect. There needs to be attention to detail, with no stone unturned in the search for clarity. There must be teamwork – [...]

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The Salesman and His Magic Pen

Sales Stories

This story about the salesman’s magic pen illustrates how the smallest detail, or idea, can make a big difference in any sale. It’s another in our Sales stories from the front line series – tales sales professionals tell in order to get their point across. Stories from the front line are counter intuitive and funny, [...]

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What Do You Call A Salesman You Can Trust

Sales Coach

What do call a salesman you can trust (or saleswoman of course), if you can find one? Sales people are paid to persuade you to buy stuff you don’t want. They get a commission when they can, and fired when they can’t. Like journalists they tell you what you want to hear, and not what [...]

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The CEO Close – What Is It. How To Use It

Sales Coach

Close the sale like your CEO would. This technique is friendly, fun and best of all functional – as in it works – unlike most of the tricks you’ll hear about. There’s a popular myth about Closing The Sale. In sales folklore, the ability to close deals is the superstar’s secret sauce. Somehow the superhero [...]

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Automated Sales Management Could Be a Reality Soon

Sales Manager

Will we see systems for automating sales management soon? With today’s competitive markets, and corporate demands for more performance at lower costs, there has to be a compelling business case. Smart software already makes operations more efficient, and cost effective in other applications. Many services which used to be personal and labour intensive are now [...]

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4 Sales Styles for B Players

Sales Coach

Most sales people adopt a style which fits with their personality, influenced by their organisations and management, of course. We figure there are four basic categories of sales style. Which of these best describes yours. Believers The Believers are guys who talk to themselves in the mirror every morning, reinforcing their confidence to withstand the [...]

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6 Golden Rules For Success in Sales

Sales Coach

How many golden rules are there for achieving success in selling? Probably hundreds. In fact you’ll find plenty in this blog. But there are some which stand head and shoulders above the rest. This article focuses on six which apply to any sale, of any product or service, in any business. 1 – Call As [...]

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The Sales Skill Everybody Needs

Sales Coach

Is there a single skill more important than any other for sales people? What do you think? Is it tenacity, or is it bravery? Or maybe it’s a sunny personality? Perhaps its a thick skin? Putting ourselves in a position where we’re a nuisance, or worse, trying to engage others interest in what we have [...]

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How Can Business Owners Manage Sales People

Sales Manager

For business owners managing sales people can be a problem. Selling can seem a black art, with its own concept’s, language and rules. How can anybody who doesn’t understand the black art manage staff who do? Meanwhile entrepreneurs need sales people to grow their business, and therefore they need to manage them. In this article [...]

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