Category Archives: Communications

I hear you… but I’m not listening

Posted on February 22, 2018 by Marie

Effective listening is not a passive occupation!  It requires considerable mental effort, not only to comprehend but also to sift the words for further use.  Many people think hearing is enough.  It isn’t! Hearing does not mean listening. Hearing is … Continue reading →

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Three Levels of a Product or Service

Posted on February 17, 2018 by Elite Edge

Many businesses view their product or service as the tangible item the customer receives. So you buy a new car and that’s the product.  It’s not as simple as that in marketing terms! Taking the car as an example the … Continue reading →

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Customer contact points – which one could lose you the business?

Posted on January 30, 2018 by Marie

Do you know what your customer contact points are?  Receiving your business card, speaking to your receptionist, receiving an email and visiting your website are just a few. Are they effective? It is good practice to study every point that … Continue reading →

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9 ways to win media coverage without news

Posted on January 20, 2018 by Elite Edge

In a nutshell you create news! Run a survey. Choose a topic that you’d like to be associated with, that’s timely and not too controversial.  Design the questions to get you the news you want and think about your sample … Continue reading →

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Common Sales Mistakes – Part 6 of 6

Posted on November 30, 2017 by Elite Edge

Not developing a new business mindset Not developing a new business mindset may make an already difficult task nearly impossible. If you and your colleagues are not thinking in terms of identifying opportunities and displaying a willingness to commit the … Continue reading →

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Common Sales Mistakes – Part 5 of 6

Posted on November 21, 2017 by Elite Edge

Don’t fail to follow-up One of the worst things anyone can do to impede the sales process is to fail to follow-up. Whether you are acknowledging an email, returning a call or summarising points from a meeting that follow-up is … Continue reading →

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Common Sales Mistakes – Part 4 of 6

Posted on November 14, 2017 by Elite Edge

Be sure to take notes so you can refer back to important information Probably one of the simplest things, yet one which many people fail to do. You should be taking notes during any conversation with a prospect; noting down … Continue reading →

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Common Sales Mistakes – Part 3 of 6

Posted on November 10, 2017 by Elite Edge

Not showing prospects the investment you’ve made in winning their business Before you can expect a prospect to make an investment in buying your products or services you must show them that you have made a similar (if not greater) … Continue reading →

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Common Sales Mistakes – Part 2 of 6

Posted on November 6, 2017 by Elite Edge

Not properly understanding your customers’ needs Not understanding the actual needs of your customers or prospects is a fundamental mistake. This usually results when people make assumptions about what their customers need or value most. The best way to prevent … Continue reading →

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Common Sales Mistakes – Part 1 of 6

Posted on November 1, 2017 by Elite Edge

Failure to appreciate the need to actively look for new business One of the first mistakes people can make regarding sales is failing to appreciate the need to prospect for new business. Many people adopt the position ‘we don’t need … Continue reading →

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