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Business Leadership Personal growth Selling

Expect everything, attach to nothing

One of the most worthless piece of advice I’ve ever gotten is this — “lower your expectations.” Or perhaps a variant of “don’t get too attached to your expectations.” I say “worthless” because our expectations is what makes or breaks us. Imagine a life without expectations… I’m waiting… Nothing, right? It’s like a blank page! […]

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Random Thoughts Selling

Planning ain’t selling

In 15 years (1963-78), Joe Girard sold 13,001 Chevrolets. He sold 1,425 in 1973 alone! And in his book, How to Sell Anything to Anybody, he documents his exact process that made him one of the best car salesmen on the planet. Guess what did I find out? Besides the basic tactical-practical strategies, he invested […]

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Selling

What to do if the price is too high?

It’s an age-old debate and that’s sickening to be honest. The price will always be too high for people who’re shopping for a better deal. But the ones who’re looking for great value will buy regardless of the price tag. If you’re faced with this basic price objection, you have three options: Reeducate them on […]

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Random Thoughts Selling

Sell me this pen

Just do a Google or YouTube search for that phrase and you’ll have millions of hits. I saw it first towards the end of the epic movie, “The Wolf of the Wall Street.” (It’s a great movie and you should watch it!) At first it felt dramatic and powerful but over the past few years […]

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Business Coaching Random Thoughts Selling

Value proposition is overrated

Simply because every business, big or small, has one and I’m pretty sure your business’ got one too! That’s why your prospects want to know “the difference between you and the next guy who’s selling the exact same services for cheap”! Which simply means that “top-notch quality and excellent value for money” isn’t really what […]

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Business Selling

Sales doesn’t have to be gimmicky

I remember last year I heard about a new business development strategy that leverages the power of your LinkedIn connections to a whole new level. The concept is pretty simple: Invite your target audience. Starting with 50 people a day to over 500 in a week. Keep track of them in a spreadsheet. At the […]

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Coaching Leadership Selling

Who cares about your agenda?

Nobody does. Particularly if you’re in sales. But if only the modern sales executive would understand. The modern-day sales cycle is becoming increasingly complex. Everyone’s busy (no, they’re damn busy!) despite their short attention spans, which seems to be getting shorter by a microsecond every year… around 10-20 minutes. (Wait, did you actually believe it’s […]

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Selling

Speak to the right person… always!

If you’re desperate for making the quota, get this, you won’t. Especially if you keep doing the same things and expect different results. The other day I spoke about the importance of having a rock-solid sales process, but even the world’s best process won’t save you if you’re speaking to the wrong person. And guess, […]

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Leadership Selling

Don’t sell without a process

I’m relatively new to sales and business development. The shift from marketing/marketing communications wasn’t really a smooth ride since I took it upon myself to create a sales process from the scratch. Apparently, there is and element of risk when you’re being proactive. I hadn’t realise that up until that day when I got on […]

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Business Selling

The buyer’s process

If you’re an entrepreneur or a freelancer or a business development expert you’ve been shown the door, brushed off, asked not to contact again or worst, been told: “they’ll think about it and get back to you.” Right? If that’s you, then let me tell you one thing — I’ve been there myself and can […]