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Profound Value

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People have changed during the past six months and your value proposition will need to change with it …   The tensions of recent times have caused people to look deeper and seek greater truth.   Superficial just doesn’t cut…
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Thank You

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The global circumstances we find ourselves in have helped us to truly appreciate the people who create value, make a significant contribution and serve a deeper meaning.   It has also highlighted selfishness, fear and failures of leadership!   In…
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Conversion Triangle

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Everyone understands the importance of conversion rate in selling – knowing how many sales you make for every ten prospects you talk to …   When you know your conversion rate you can make decisions about how to improve it.…
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Leadership Measure

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There’s a simple measure for leadership that is too often ignored or even overlooked entirely …   A leader only exists if there are followers. Followers are there to be taken to a higher level of understanding of an issue,…
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People Quite Like Boxes

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People quite like boxes! Boxes give them boundaries and make them feel safe!   As much as we might want to be uninhibited, adventurous, carefree, creative and innovative … when it comes to buying, people quite like boxes.   What…
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Comfort Zone

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When we sell, we’re building a bridge for the prospect to walk over. How solid is the bridge you build for your prospects?   Every sale is a process of asking your prospect to step outside their comfort zone. By…
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Open Loop

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The human brain can’t stand an unsolved problem, an unfinished sentence, or an incomplete visual model.   We call these open loops – maybe one of the most powerful sales tools around.   Sometimes we are too keen to give…
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Be First

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If we’re truthful, most of us want to be first.    The first to get something new, the first in the line, the first to win …   More importantly though is the reality that NO ONE wants to be…
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Simplicity Outsells Complexity EVERY Time

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Simplicity outsells complexity EVERY time …   Yet there’s a tendency to load the sales story with jargon and complex language that does nothing to enhance the sale.   If you sell a complex product or service, you cannot overlay…
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Remove Friction In The Sale

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There’s a really simple, but often overlooked mismatch that can exist in the sales exchange that will get in the way of seamless conversion.   That mismatch is sometimes disguised with the throwaway statement “they’re not my client …”  …
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