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90% of customers won't buy unless you ask!

Everyone, whether they are in sales or not, understands that selling is about asking questions to find out what the customer wants or needs, show them your products and services and how they meet those needs, and then close the sale by asking for the order. But why do people find the asking for the order bit so difficult.

Increase your cold calling success

Cold calling is not dead and sometimes we have to reach out and engage with new contacts. Utilise these 4 rock solid techniques to increase your success rate when contacting new prospects and getting them to talk to you.

4 Ways to maximise your software demos

The most common pitfalls in demoing software to customers are obvious, but people just can’t help themselves. The fundamental issues reside in whether it is a demonstration, a training session or selling the concept. Ask yourself the question -  who are you doing the demo for - you or the customer? Are you impressed by your own product or are you impressing the customer?

Making Moments that matter in sales

95% of all customer decisions are made by the emotional / irrational (sub concious) mind and therefore if you want them to buy from you - or to remember you - then you need to create moments that are memorable. Features and benefits do not do that!

Retail is not dead, it just need more emotional engagement

Too many articles these days are telling us that Retail stores are dead. Come on – really! It is not dead but it is in need of evolution. The truth is that retail has moved from a Buyer to a Seller model, and those working in retail are struggling to make the change.

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