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Is there a sure-fire sales closing technique?

I recently wrote a blog post saying that closing techniques are not as important as starting well and setting the right tone at a sales meeting. And, maybe because I said that a closing technique is not...
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Only amateurs think it’s all about the close

Whenever I pitch sales training to a prospect. The question is normally the same. “Will your sales training course teach my sales people how to close?” In my opinion, selling a solution is no longer...
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Is customer relationship management a footnote in your marketing arsenal?

People ask me why I’m such a fan of CRM (customer relationship management). Simple. A properly executed CRM strategy leads to repeat business. And, repeat business is more profitable than new business....
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Why Vulcan Logic sucks the fun out of selling

I have a friend called Peter Gilbert. You’ll probably know him as the talent management expert. I just call him the Vulcan. He is the Mr. Spock to my Captain Kirk. He is pure intellect and logic and is...
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The problem with keywords

Should we as marketers be getting as hung up on keywords and SEO as we are? I have two themes: Keywords are problematic Should we be spending so much time on SEO to bolster our rankings? Keywords are...
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Take a leaf out of Herman Charles Bosman’s book if your website is taking a snot klap

Let’s just put it out there. If y0u have a scrawny underfed, 20 – 30 page website, it will get a snot klap in the search engines. And, you’ll take a hit in sales. To prevent your...
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Inspirational Quotations from 60 Second Time Out

For those of you who have been following me, you know that every time I read a book, I curate the inspirational quotations I find in the book for your pleasure. Today, it is the turn of 60 Second Time...
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A funny thing happened to me on the way to my goals

I always thought that it would be cool to drive a Porsche. And, I’ve always wanted to write a best-seller. Recently, I found myself driving a Porsche and the author of a best-seller. Except …...
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Alexa and Call Centre Hub Linking Experiment

I’ve heard that if you get links in from popular websites you get better rankings. So, I thought I’d put it to the test. I’ve become a sales solutions partner at Call Centre Hub. Tilly...
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Grow sales through successful CRM

In my experience most sales directors are battling and failing to come to grips with the concept of CRM (customer relationship management) and how to make it work properly. They either don’t have a CRM...
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Overcoming objections – the Achilles Heel of Successful Sales

“What is your most common sales objection?” If you’re like 9 out of 10 delegates in my sales training courses, you’d answer, “You’re too expensive.” But before we go there, let’s detour slightly. I read...
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Is your sales team polishing under the banister?

I know we all get the urge sometimes to polish under the banister, pack our socks just so, pack our stationery cupboard and vacuum the last speck of dust out of the boot (trunk) of our car. The only...
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How to write a speech quickly

My father, the late Dr Bruckner de Villiers (1923 – 2000) was a pastor in the day 1955-60, until he was excommunicated (but that’s another story). He knew how to write a speech quickly. He...
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The Millionaire Messenger

Book Review: The Millionaire Messenger – Bredan Burchard I wrote this book review for Southern Africa’s only professional speakers body, the PSASA’s November 2013 newsletter. This may...
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Quaint door-to-door sales training strategies

I was browsing through my sales training books and found revised and enlarged edition (circa 1957) of The Five Great Rules of Selling by Percy H. Whiting. This book was written in an era when...
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Go Slow To Go Fast

The horror writer, Stephen King in his book On Writing suggested that once your manuscript is completed, you should edit out 10% of it. It makes sense to me. This helps make your writing crisper and...
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Are you hiring desperate sales people?

I pitched one of my sales training courses to an insurance company recently. In conversation the HR professional mentioned that they are hiring ‘older’ sales people. I asked why? The answer I...
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