Tag Archives: selling

Translate your features to customer benefits

Have you ever caught yourself thinking “so what” when somebody is telling you what makes their product or service so amazing?  This isn’t an uncommon reaction because most people are only telling you about the features of their product or … Continue reading

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Eeny, meeny, miny, moe – I’ll have that one..

How do you make your prospects choose you above your competitors?  What reason do they have to do so? There are lots of pitch stories out there but one that sticks in my mind is the very brave design agency … Continue reading

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Role playing really works

You might look and sound silly (in your opinion) but this really works. Whether its a presenation, a phone call or a networking event where you want to try out a new approach – record yourself doing this.  It will … Continue reading

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Write a great sales proposal

Tips for writing a good sales proposal 1. open with a situation summary – you are summarising your understanding of your prospect’s plight and demonstrating that you have a good understanding of the problems or challenges they face

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A butterfly named Roger

This is a story written by Harry Beckwith, a services marketing guru, about how one man’s exceptional customer service led to much greater things.

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Steps to successful strategic negotiation

There are six strategic steps that are essential for effective negotiation.  You are the supplier and you have to have faith in your product or service, but you also need to know where the other party is coming from. As … Continue reading

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Netotiation, negotiation, negotiation

In a previous post we discussed steps to strategic negotiation, here we simply give you some areas of potential negotiation to consider. Think about your business, your customers and your products and / or services.  What are you prepared to … Continue reading

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