How do you open a first client meeting

Whenever sales people ask me this question during my sales seminars, I tell them… Perhaps what is more important is to consider what questions are in the customer’s mind at the beginning of a meeting. Prospective customers won’t consider what … read more »

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Should you exhibit at a trade show or stay away?

This question pops up regularly during my open seminars. I have a simple answer based on something I originally recommended when I looked after a marketing group for BT many years ago. Choose ten current customers you value and ask … read more »

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Cold Calling, is there a place for it?

In my experience, business-to-business sales people who don’t cold call will fail sooner or later. They also work twice as hard as they need to, and for less money. All the truly successful salespeople I’ve ever met target and cold … read more »

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