Articles
Sales
New products and old? – How to balance profits
As any business, small or large, grows there comes a point when there is a decision to be made to add new products or services.
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Sales – Qualify To Win!
Time is a finite resource. You may be a sole trader allocating your time across marketing, selling, making product or delivering service. Or perhaps the MD/CEO of a business with a dedicated sales function.
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Hidden Objections?
Prospects raise objections during the sales process. It should be expected, anticipated and welcomed. In fact objections excite me – it means the prospect is engaging in the process, it is my opportunity to advance...
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Sales: Converting leads into business
We tend to buy things (especially big ticket items and intangibles) from people we trust and like, yet the majority of sales people don’t invest time and effort, before the sales meeting, in creating credibility...
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Three General Lessons from the Latest Retail Trends
The last 8–10 weeks of the year is when the world of retail goes mad. With the advent of the American Black Friday tradition and the creation of one of our own, Cyber Monday, it...
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Converting Leads into Business
One of the most common failures in some business is how one business owner will spend so much time and money in investing on generating leads but will not be able to conduct the proper...
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