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How to Lose Control of your Sales Process

How to Lose Control of your Sales Process

Tags: process, development, lessons, tips
Tweet // This week I thought I’d share a lesson I learned a few years ago.  Essentially, I dropped the ball with a good opportunity through what is really quite a common mistake in our profession.   I Read more
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The Psychology Behind Questioning

The Psychology Behind Questioning

Tags: psychology, brain, research, study
Tweet // Listening is now more important than ever for a sales professional, but do we truly understand why it’s so important? The psychology behind asking questions; the right questions, is vital for Read more
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1 Very Common Sales Mistake to Avoid

1 Very Common Sales Mistake to Avoid

Tags: honesty, qualification, closing, prospects
Tweet // I’m sure that the screen shot below probably rings familiar bells for some of us. Pages and pages of activity where we’ve chased a deal over a long period of time.  Just look at all those Read more
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Activity is the ONLY Thing That Will Make You Successful

Activity is the ONLY Thing That Will Make You Successful

Tags: sales, activity, management, progress
Tweet // I wanted to share with the wider world a really simple and at times eye opening exercise that I use with a lot of the businesses and teams that I work with.  Touch wood, it’s usually really Read more
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The Mistake That Cost's Much More Than Expected

The Mistake That Cost's Much More Than Expected

Tags: training, management, education
Tweet // It's universal law and there's no escaping it. Nothing is said to "happen" until something moves. It's also universal business law -- There is no business until a sale is made. With the priority Read more
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