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The Business Start-Up Source Book | Start-Up Business Advice and Guidance | Man on mobile
Quick Reads, Sales

Are you missing the point?

Stop selling ingredients when they want the meal. Ingredients are the processes, the techniques, the hours you spend to provide the service that your client has bought. What your client is after, however, is the meal. Imagine if when buying a sandwich, you were...

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The Business Start-Up Source Book | Start-Up Business Advice and Guidance | Woman at computer
Quick Reads, Sales

Are you still doing the hard sell?

Not everything that works ‘some of the time’ is the best way of doing things. Remember even a broken clock is right twice a day. You don’t want to hit sales targets because of sheer volume, that can be exhausting and quite taxing on you and your victims, I mean...

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The Business Start-Up Source Book | Start-Up Business Advice and Guidance | Man
Quick Reads, Sales

Does your pitch wake the dead?

In a 60 second networking pitch, you’ve got a lot of information you want to get across. And in an ideal world, the people you’re talking to will remember what you say. Problem is, it’s very rarely an ideal world. The rest of the networking group have already...

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The Business Start-Up Source Book | Start-Up Business Advice and Guidance | Woman writing
Quick Reads, Sales

How logical is your logic?

We know the saying ‘people buy on emotion and justify with logic’. Most people are great with the emotion part – you’re already excited and enthusiastic about your service and know what kind of difference it could make to someone else. You can get them excited...

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The Business Start-Up Source Book | Start-Up Business Advice and Guidance | Mouse
Quick Reads, Sales

How real are your numbers?

Sometimes, salespeople confidently claim that they convert 8 out of every 10 clients. The conversation often goes like this... “Great! And do they all pick your gold service over your bronze?” “Um, well, no. Maybe 3 do.” They are great at getting people to buy...

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The Business Start-Up Source Book | Start-Up Business Advice and Guidance | Motorway spaghetti junction
Quick Reads, Sales

Time isn’t money…yet

This is a common problem for salespeople. They’ve explained to their potential client that they can save them time, even gone as far as working out exactly how much time, but they still didn’t bite. “I’ve could give them back 3 hours a day – they could do more...

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The Business Start-Up Source Book | Start-Up Business Advice and Guidance | Cisco Designed Image
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