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Negotiation

Fear of failure

Most people have two fears when they are selling: the fear of failure and the fear of rejection. Let's take the fear of rejection first. If your prospect says 'no' to your offer one of two things has happened: You have not sold the product or service such that the prospect sees clearly their outcomes from buying Your prospect doesn't need or want your product or service In the first exa...
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Value your product

Do you value your product or service? When working with a small firm in a coaching role a while ago we were looking at where business could be improved and, whilst sales could be better they were not disastrous. The key issue was that margins were relatively low. [ap_column_wrap] [ap_column span="3"] A little digging into orders received and there was an obvious disconnect between the pric...
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Sales coaching

Sales coaching should be considered vital to your business Almost every part of a business can be outsourced and many make a great-deal of sense. IT support is widely outsourced and cloud computing has made this even more common. Bookkeeping has long been outsourced, particularly by smaller companies. HR is now being outsourced as the HR laws become ever-more complex. One function that...
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Boiling milk…

Can you change the temperature at which milk boils? [ap_column_wrap] [ap_column span="3"] We've all done it. Placed a pan of milk on the stove; watched it, looked away for a few seconds and then had a mess of milk to clean-up, and it can be the same with the personality type of our clients. The fact is that milk, water, alcohol and oil all have their own boiling points and without changing...
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Show me the money…

Show me the money is more than just a movie line. [ap_column_wrap] [ap_column span="3"]In most areas in sales the advantages gained from a particular product/service boil down to money. In B2C this may be in the services sector making savings whereas in the B2B sector it may be a more efficient machine. Understanding the driving factor behind a buyer's reason for buying is critical in knowing...
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Black Friday? How about Rainbow Monday…

Be 'better' than 'Black Friday'. [ap_column_wrap] [ap_column span="3"] Here at Venture Training we do not go in for slash discounting on a particular Friday. Here's our alternative to 'Black Friday': Excellent value, real world training for your business EVERY DAY OF THE WEEK! One sale gained through our sales training will give an instant return on your very modest investment. ...
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if you always do what you’ve always done…

If you always do what you've always done you'll always get what you've always got! [ap_column_wrap] [ap_column span="3"] If you always do what you've always done you'll always get what you've always got... or so the saying goes. The reality in business; however, is that you will get less than you've always got as someone will do better, faster, cheaper and take your business. Clichés ar...
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Ask me for discount, please…

As a sales person it is often thought that a customer asking for discount is something to dread or fear. "What if I 'give' too much away?" "What if I say 'No'?" When what you should be thinking is "Great, this is a buying signal, what is left to do to close this deal for us both?" Of course, there will always be 'tyre-kickers' that try to make you look bad but properly qualified and progress...
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