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(July 13, 2008) Some weeks I find it difficult to come up with an appropriate subject for my blog and this week I was struggling until the last minute. Then late Friday I received an unusual and exciting e-mail. This is what it said: 'Dear Sir We utterly love what we do, are completely obsessed with it, and so ..
(June 29, 2008) Do you ever get frustrated when potential customers tell you they want to THINK IT OVER after your sales presentation. Well here's one of several excellent ways to ensure it happens to you far less frequently. You achieve this by setting up an up-front agreement with them. Here's how it might go. ..
(June 29, 2008) A few ago I spoke at my one day conference at The Institute of Directors. Feedback was generally excellent although there were a few comments on the delegate's feedback forms complaining that what I was promoting appeared to be ‘Hard Selling’. That was quite a surprise to me as I had ..
(June 20, 2008) Last week I presented my How To Double Your Sales conference at one location in the USA and another in the UK. Before the conferences start, I always mingle with the delegates. I go up to as many as I can in the time available and I say: In order that I can tailor some of the material I present ..