Tag: sales

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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...

The Power of Differentiation

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By Richard Mulvey Richard will be speaking at the July 2015 Power Series Breakfast on Selling at your Higher Price. How do we compete when the competitor has a cheaper price for the same product? This is a quest...

Handling Objections

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By Jacques de Villiers Jacques will be speaking at the April 2015 Power Series Breakfast on The Power Close I read an article in the Harvard Business Review that quoted researchers Lynette Ryals and Iain Davies....

A Day with a Sales Rep

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By Richard Mulvey A few weeks ago I was asked to go out with a sales rep doing a day of "ride-along" coaching. This is not my usual way of helping sales people improve their skills, I much prefer an audience or gro...

High Vales Sales Negotiation

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It is said that E.H.Harriman, an American legend in road building once said “Let me be one of fifteen people round a table and I will get my way.” Is this true? I have no idea, I never met the man, but what I do kn...