You are right – it may not work!

Posted on May.26.2018 by Bruce King

As well as working with salespeople and sales teams, for much of my time I am also involved with my SME clients helping them to grow their businesses. I also spend more time than I would like and sometimes get more than a little frustrated that I have to coax them out of their negative […]

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Don’t just ask for referrals – give them too

Posted on April.01.2018 by Bruce King

‘Give and thou shalt receive’ is a quote from the bible. A more up to date quotation is ‘what goes around comes around’. Most sales coaches will recommend you ask for referrals. But so few people advise you to give referrals. Yet it’s a guaranteed way to get more referrals, and I’m not talking about just […]

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Texting, emailing and messaging could be losing you business…

Posted on February.17.2018 by Bruce King

  We’ve all seen it; people hunched over their cellphones or tablets, emailing, texting, messaging, or reading those sent to them, and oblivious to almost everything around them. They do it on public transport, in their homes or offices,  and often they are involved in these activities whilst meeting with and even in conversation with […]

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Posted on February.15.2018 by Bruce King

One of the many problems many sales managers I coach face is they’re often not managing what’s important. They are often just managing entries in their companies management accounts, and usually sales, or lack of them. They’re managing their team’s CRM, sales reports and claimed sales activity. They are trying, often unsuccessfully, to estimate accurately […]

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How to save a lot of money on almost any major purchase

Posted on February.11.2018 by Bruce King

One of the many things I taught my children was that whenever they were given a price for any substantial purchase, they should always say ‘HOW MUCH!’ and sound and look really horrified at the price. In most cases, the seller comes back with a much-reduced price. Just try it and see for yourself. It […]

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Punctuality is the thief of time – but it does not have to be!

Posted on February.04.2018 by Bruce King

‘Punctuality is the thief of time’ is a famous quote by Oscar Wilde, who in fact was always deliberately late for an appointment. The full quote was: “I am always late on principle, my principle being that punctuality is the thief of time.” But most people in sales dislike being late, at all costs. As […]

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Are you a smart ass salesperson?

Posted on January.28.2018 by Bruce King

Nobody likes a smart ass. And especially a slick, smart ass salesperson. You may not think you are coming across as a slick smart ass, but it’s so easy to appear so, and for you to be misinterpreted. For example:  A prospect has a concern and one you have heard so many times before, and […]

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3 things all sales champions do…

Posted on January.15.2018 by Bruce King

Albert Einstein is one of the most inspiring people I know, and one of his most memorable and most repeated quotes is this: ‘The definition of insanity is to carry on doing things the way you’ve always done them and expect different results.’ Relating to this, here are three things all very successful people  do: […]

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A lesson in handling incoming enquiries

Posted on November.26.2017 by Bruce King

Several days ago I emailed a prestigious UK magazine enquiring about the costs and booking procedure for an advertisement I was considering placing with them when we launch iZONEN in March 2018. This magazine is focused entirely on and for the sales profession, but for various reasons, I will not name it. Three days later I had […]

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Handing price objections

Posted on November.12.2017 by Bruce King

If there’s one thing most prospects will want to negotiate on, it’s price. They’ll say things like “It’s too expensive”, or “we can’t afford that”, or “It’s more than we want to pay” or “we don’t have the budget”. Note: they do not always directly ask for a price reduction. They just make a statement. So […]

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