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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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sales copywriting speaker reviews Swivl

“Motivational speakers, educators and trainers now have access to their own personal cameraman,” says sales copywriting speaker, Jacques de Villiers. I’ve been using Swivl for just over...
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MindPilot: Bertie du Plessis

I met up with business advisor and professional Business speaker, Bertie du Plessis in Pretoria, yesterday. He kindly gave me a signed copy of his latest book, Hard-Core Strategy: The Agenda. Bertie, the...
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