18 open questions to keep a sales conversation flowing.

Posted onMay 30th, 2017

It’s Monday morning and you’re clutching a vending machine mocha like it’s the last drink on Earth. Your laptop is “installing update 1 of 83” and raindrops are rolling down your forehead. Just as you begin to sit down, Graham from accounts peers over his screen and asks “good weekend?” You know fully well that […]

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8 traits of high-performing salespeople.

Posted onMay 23rd, 2017

When you work alongside a consistently high performer, it’s easy to put their results down to luck, rather than skill. But luck has nothing to do it and neither does a ‘natural gift for selling’. Top salespeople refine their art over many years and it takes time and perseverance. There’s a lot to be gained […]

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5 tips on handling “How much does it cost?”

Posted onMay 17th, 2017

According to a survey by Hubspot, 58% of buyers want to discuss price on the first call, but only 23% of sales professionals feel the same way. Why? Price isn’t a dirty word and it shouldn’t loiter around in the background like an awkward elephant in the room. If you’re trying to tiptoe around the […]

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