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Making the most of “it”

5 Incredible Benefits of ‘it’ and Why We Don’t Get Them! Some know about ‘it’. Some talk about ‘it’. Some even try to practice ‘it’.  ‘it’ is a massive contributory factor to real sales success and ‘it’ is not used to any effect by the vast majority of salespeople....
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Why Should I Care about Your Feelings? It’s hard enough taking care of my Own!

This article was originally posted on Medium by Will Offen on Aug 31, 2018 · 6 min read Are people more stressed out than they were 10 years ago? I love to ‘people watch’. Its more than a fascination, its a major preoccupation. I must confess though, I don’t enjoy it...
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Traditional Selling is Dead

The internet makes a difference – but it does not change the rules of engagement when finding and nurturing customers, After all the requirements of people and the emotions of decision making are the same. The internet after all, is simply…..

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Traditional Selling is Dead

Traditional Selling is Dead

The internet makes a difference – but it does not change the rules of engagement when finding and nurturing customers, After all the requirements of people and the emotions of decision making are the same. The internet after all, is simply…..

Client Values

Client Values

I didn’t recognise it at the time, somewhere, somehow I had transited out of the condition of self-centered ‘salesman’. I had metamorphosed, developed greater awareness and thus, over time, a real understanding of ‘Client Values’ and the massive importance of client...

You cannot be SERIOUS!!

You cannot be SERIOUS!!

You mean you choose to give that impression? I am guessing that most of us have heard that first impressions count, right? We know (or should know) that the first few seconds of any meeting impacts massively on any interaction - and will set a base on which the...

Interact – Engage – Influence

Interact – Engage – Influence

There is an old saying; “People Buy from People”. Old and nonetheless true - but what exactly does it mean?So-called ‘rapport’ building techniques are a prominent feature in most training courses and are promoted constantly by sales managers and the like, but is this...