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Would you like your Customers to ACT on your emails? Once you’ve managed to get the Customer’s attention (understand Prospect and Customer as interchangeable throughout
We already posted about the importance of asking questions – how can you understand the Prospect’s needs if you don’t ask questions? Nevertheless, it’s still
In a perfect world you will qualify every Opportunity correctly before agreeing to a Sales interview. You will know, more or less, WHAT the Prospect
Imagine you’re talking to a close family member or friend, maybe over dinner or a drink. You are fascinated by an experience they are talking
Do you sometimes feel like you need to be some kind of business superhero to defend your price? In a B2B Solution Sale the Prospect’s
The moment has arrived to do the important product demonstration that you have been planning with your Prospect. You walk into their Reception area 15
What do you talk about when you go to see a Customer or Prospect? What you want? or what they want? Have you ever been
During recent sales training sessions conducted by The Sales Manual we have detected a distinct confusion amongst delegates between the terms Sales Process and Sales
SALES HUNTERS VS FARMERS Within our own special world of Sales and its terminology we tend to divide Salespeople into two groups: The Hunters and
SME OWNERS HAVE PASSION FOR THEIR BUSINESS, BUT NOT NECESSARILY FOR SELLING What many self-employed traders and Small Business owners (solopreneurs, micropreneurs) have in common
