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Fired

12 Reasons Why You Should Be Fired

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If you’re a sales manager or CEO, send this to the entire sales team and put them on notice - stop screwing around with your success; be the professional you’re paid to be.
Leadership-Chess- 1300 wide

An Expert Guide To Sales Leadership (Part 1) – The Do’s & Dont’s.

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Part 1 (of 4) covers 8 actions of great sales leadership and how to respond to disruption. Also, what a Leader Doesn’t Do.
Farmer

Cracking The Myth Of Sales Hunters & Farmers

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Many so called “experts” claim that there are two types of salespeople – Hunters and Farmers. Employing hunter and farmer sales teams increases costs and often confuses buyers.
Painful Process

4 Actions To Implement When Selling Becomes A Painful Process.

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The only way to discover the truth is to communicate in a way that helps the other person feel comfortable telling you the truth. What you don’t want is for them to think you’re calling just to make the sale.
Basic Science

The Science of Basic Selling Skills

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The basics, whilst important, are certainly no longer enough for the salesperson of the future to hang their hat on. The Connection Economy or the Imagination Era are fundamental.
Batman

5 Strategies To Handle Intimidating Prospects

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Batman or High D’s are not intentionally unkind or rude. Their bark is often worse than his bite. If you respect them and meet their expectations, they will probably do business with you and become a life long client.
Australia 1900s

The History of Sales Methodology – Part 1 (1900 -1950s)

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The History of Sales Methodologies – the sales profession is one of the oldest ones but where did it all start? Part 1 covers the 1900s -1950s.
Selling Insights

How Do Salespeople Sell Insights?

Insight is the capacity to gain a deep understanding of something. How can the thinking of salespeople can change via the 4 C's (Content, Consult, Context & Construction) to become an ‘authentic authority’ in your field?
Rapport

A Practical Guide On Building Rapport In Sales

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Rapport is the deepest level of relationship between two individuals that involves sharing common ground, and is established when harmony and accord have been reached between both parties.
Trigger 2

Sales Psychology – 10 Triggers To Become Highly Influential (Part 1)

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Reciprocity, Curiosity And Specificity. You need to understand why your prospects behave the way they do, what they’re thinking, and how you can get them to act in the desired direction via the use of psychology sales triggers.