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Focus is not an F Word

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  By Richard Mulvey I am a man, (I guess you got that from my name) and men are not supposed to be able to multitask, so they say. Actually I spend most of my life multitasking by necessity. I am writing...

“Its too expensive”

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Ever heard that objection? Only once or twice... A day! When you get the “It is too expensive” objection what is the customer thinking? I know that sounds obvious but give it some thought.  He may be thinking "I ha...

Test your sales attitude

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Developing the skills to sell is easy. There are many great sales trainers, books, training courses, DVDs and sales coaching websites that will give you the skills. The hard part about becoming a great salesperson is ...

Do you sell Products or Dreams?

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In August 1963 Martin Luther King had a “Dream”. Fifty four years later we are still quoting him… Why? Eight Months later at his Rivonia Trial, Nelson Mandela dreamed “I have cherished the ideal of a democratic and...

A Dozen things we should know

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(Taken from Dynamic Dozen Sales Strategy by Richard Mulvey) Before we make contact with the customer to let them know we would like to offer them our products we have to do the ‘hard yards’. There are a dozen quest...

I Don’t Care!

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Recently someone asked me the difference between Features and Benefits. I know that you know the answer to that question and in fact many of the people who visit the website could easily have written a good reply bu...

Understanding Millennials

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By Charl Jooste   General theory categorizes millennials as people born between 1980 to 2000, although some slight adjustments are made in certain regions. They come hot on the heels of the X Generation, ...

The best script for making an appointment

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By Richard Mulvey I came across a very good script some years ago, that will help you make that appointment. This is not my script, although I have changed it a little to make it work here in South Africa. This scrip...

Charl Jooste

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Charl Jooste is a life long sales specialist with experience at all levels of corporate selling. After setting up and running a successful cell phone retail chain, at the inception of cellular technology in South Afri...

The difference between internal and external motivation

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By Charlotte Kemp In the pursuit of achieve a goal with our teams, we don’t often stop to consider how we attempt to motivate them. When our team strives to reach the targets that have been set, those target...

Improve the Perception of Quality in your Products or Services

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There is a great book on the shelves at the moment called “Don’t sweat the small stuff”. In Quality it is different. Do sweat the small stuff. It is the little things that matter in quality. Think of any quality produ...

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