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Prospecting is where we have the opportunity to really face rejection. Nowhere in the whole sales process does rejection figure as highly as at this point. It is at this stage of the sales cycle that we really pay the price of success. If we have our daily goals, it can help make prospecting into [...]

The sales cycle begin with a name. There are many ways of prospecting but only two types of prospect. They are the cold prospects and referred prospects. Cold prospects are those with whom we have no credibility at outset. A trust barrier exists and a trust barrier will show itself in all out percentages around [...]

There are no instant stratagems to success, only hard work and a great belief in myself and the benefit to the client of the advice we give. To sell effectively, we must be absolutely convinced that what we are recommending is right for the client. We have to buy ir before we can sell it [...]

In this profession, we must always be active and be well prepared overall. A considerable amount of time is spent on each case before we go to the meeting but the preparation work is not done by us. We need to find people who can give the support that is needed. The sales activity that [...]

Growth requires change and it takes courage but it brings opportunity. We have to be able to see the change and the success it brings, we have to use our imagination, to dream a little. From that, we can develop the courage to believe we can perform beyond our proven ability. It takes courage to [...]

A business is not a career to experiment with and to be toally committed is the first essential for success. Commitment, for us, is like virginity – either we have it or we do not have. This business is a question of numbers and the activities that we do rules everything. The results of the [...]

Do you always do more than what is required of you in your job, work, project or service ? Or do you just do the minimum required ? Well, we should always do more than what we are asked to do if you want to sell yourself successfully. Reach out, stretch out and go all [...]

In the world of selling, when we get the “person” right, it is much easier to get the “salesperson” right. Realistically, until we get right, our sales world would not be right. The “secret” to getting us right is getting our “attitude” right. Sales profession is the most demanding as far as the maintenance of [...]

Discipline and organisation make a difference in sales. Discipline ourself to do the things we need to do when we need to do them and the day will come when we will be able to do the things we want to do when we want to do them. The recipe for sales success, is simply [...]

To build a career in the world of sales, we will need the support and cooperation of many people. There are two sets of customers, the external customers – those outside our organisation, our clients and prospects. The second group includes the INTERNAL clients and prospects who work for the organisation. We may not be [...]