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Tag Archives: Customers

What a Paris restaurant reminded me about growing a business

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A few months ago my family and I had a short break in Paris staying in a beautiful hotel just off the Champs Elysees. In fact the Arc de Triomphe was on our street corner! Anyway, having taken our trusted Rough Guide to Paris with us, we decided to eat out at a restaurant called […]

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Selling skills for Virtual Assistants (VAs)

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Earlier this week I took part in an iVAMeet – a monthly Twitter “meeting” organised by Helen Stothard of IntelligentVA to discuss selling for virtual assistants.  The online meetup is a great concept and has been running successfully for a while now. It consists of using a simple hashtag #IVAmeet to organise a live discussion, with […]

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30 Day Sales Challenge now available!

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As regular readers of this blog will know one of my major objectives for this year was to launch my first book and I’m delighted to let you know that it’s out now and available to buy. In conjunction with Nikki Pilkington and with the invaluable help of my virtual assistant Helen Stothard it’s called “30 Day […]

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The one thing that really matters when you start a business

A friend of mine recently rang me to ask for a bit of advice. He’d just started a brand new business and I could tell by the tone of his voice that he was already,within weeks of setting up, ready to give up with it. You know when you can just sense something? He’d had so […]

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A-Z of Selling: O is for ‘Objection Handling’

I come across lots of sales people who get really hung up about handling customer’s sales objections. So much so that it almost appears as as though they’re waiting for them to arise! In reality if we have successfully followed a persuasive selling sequence then they shouldn’t crop up because we will have successfully matched […]

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What to do when a customer says ‘It’s too expensive’

Let’s face it …we’ve all been there.  We’ve asked the right selling questions, identified the customer need, clarified the product benefits, asked for the order and they say:  “It’s too expensive”  Well….time for a quick reality check…despite what customers say it is actually rarely just about price alone.  Customers rarely just want to buy the […]

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Business Planning: Audioboo

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Service Sells

GUEST POST FROM SHERIDAN WEBB OF POWER HOUR It’s cold. It’s dark. It’s gloomy. We are in the middle of the difficult economic period. Naturally small businesses need to focus on sales at this time, but how? Well we can increase our marketing activity, we could put on special offers. Many people (including myself) are […]

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A-Z of Selling: M is for ‘Motivate’

I believe that, when selling, the biggest killer is to hear the words ‘ I’ll think about it’ In my opinion it’s better to hear the word ‘No’ than to hear ‘I’ll think about it’ At least when the customer says ‘No thanks’ we’re able move on to another customer. ‘I’ll think about it’ builds up […]

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Why You Can’t Please All the People All the Time

Have you ever found yourself wanting to speed up the selling cycle in order to spend more time helping high value customers, rather than servicing those that are not high value and never will be? Have you ever wanted to get customers to say ‘no’ quicker so that you can both move on? Let me […]

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