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April 17, 2024

What Exactly Is An Achievement Orientation?

A key psychological indicator which highlights if the individual takes proactive action to learn about all facets of their job because they understand it is one of the keys to success. An achievement orientation also demonstrates the salespersons’ ability to keep focused on their goa...

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April 16, 2024

Boost Your Motivation with the E.A.S.Y. Method

Have you ever lacked the motivation to get started? Imagine you’re a salesperson looking at your daily list of things to do and it is getting bigger every day. Think about the time needed to: -Organise yourself -Make calls -Set meetings -Write proposals -Follow up And the lis...

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April 15, 2024

When Is The Best Time To Ask A Question?

Answer: After you have agreed with the answer from the client, even if it’s wrong. One of the biggest challenges salespeople face, lead generators and SDRs is when the client is certain that what they have whatever solution or product they have in place is doing the job and can’t s...

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April 12, 2024

Are You On The Right Path?

Take a step back. Examine your outcomes. Perhaps it’s time to change course. Don’t let a mistake define your interactions. Have your mistakes distracted you from your goal? As you set out with clear objectives in mind, it's crucial to periodically pause and reflect on your...

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April 11, 2024

What Salespeople Can Learn from the Brisbane Broncos Coach’s

How the Brisbane Broncos Coach Practiced Absolute Control and What That Means for You as a Sales Any rugby league fans will instantly recognise the name Wayne Bennett. For over 800 games, he guided the Brisbane Broncos to success after success. As a rugby coach, he has very few peer...

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April 10, 2024

Cognitive Dissonance in Sales

Let’s say you have been invited to a corporate event but the football game is on and you don’t really want to miss it. What do you do? You justify to yourself that missing one event is not going to jeopardise your work commitment and really, no-one will mind one absence. This is ...

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April 09, 2024

What Really Changes People?

Have you ever wondered what really changes people? Its two steps forward and sometimes one step backwards or even two at times. Change is never a linear process, if you accept this and are prepared and patient the change process will happen, but something magical also happens alon...

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April 08, 2024

What do YOU see?

Do you struggle to see the learning in the failure? Do you struggle to move on from losses and negativity? Many salespeople, in fact many people struggle to change their perceptions. The result is often the problem becomes bigger in your mind than in reality? The consequenc...

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April 05, 2024

The 1992 Dream Team – What Sales Teams Can Learn From Them

Have you heard of the 1992 Dream Team? It’s the moniker that the United States basketball team earned during the 1992 Summer Olympics. The team contained some of the most talented players of the era, including Michael Jordan and Magic Johnson. They destroyed the competition. ...

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April 04, 2024

How to Overcome Clients’ Indecision

Here are things you can do to overcome clients’ indecision 1. Don’t provide too many options or choices. Two to three is all you need. 2. Provide examples or situations which enhance your image in the eyes of the client. This will make the client comfortable in associating with y...

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