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How to gain prospect appointments

Preparation Get your ‘story’ straight:- Construct an introduction which conveys positive messages. Build a ‘hook’ into your introduction. Look for common links e.g:- We have provided a quality service to the company in the past. Other parts of...

How to network effectively

In addition to the definition of a ‘technical’ network, the definition in the Oxford English dictionary is: To interact or engage in informal communication with others for mutual assistance or support. Networking is the art of making and utilising contacts by...

How to get prospects to say ‘no’!

Question: What’s the biggest cost of any selling operation? Answer: The business you don’t win! From this truism we quite rightly conclude that we should do everything possible to optimise conversion ratios. Equally true is the fact that wasted time on...

8 powerful prospecting tools

If you do a lot of things to build business, you’ll build business. They don’t have to be done perfectly to work, although the better you do them, the better they’ll work. But the main point is that you have to do them — a lot. –Joe...

The essence of key account management

The essence of key account management Adam has star quality. He was promoted to sales manager from the salesforce of one of our clients seven years’ ago. I am rather proud that our input has contributed to the progress he has made. Recently, two promotions...

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