http://www.bruceking.co.uk/ Bruce King's forum helps companies and individuals to become World Class Achievers en-us Copyright 2008 Bruce King. All Rights Reserved. 11/03/2010 04:12:43 20 http://www.bruceking.co.uk/development/blog/article.asp?qid=103 Over the last thirty plus years, I have had the pleasure and privilege of working with people at eve... 07/03/2010 07:12:21 http://www.bruceking.co.uk/development/blog/article.asp?qid=102 I get really angry when I hear some modern day sales gurus tell salespeople that closing sales is ... 31/01/2010 16:02:26 http://www.bruceking.co.uk/development/blog/article.asp?qid=101 The easiest way we can get to where we want to be is by helping others get to where they want to be.... 20/01/2010 08:48:47 http://www.bruceking.co.uk/development/blog/article.asp?qid=100 Probably the best advice I ever received... Although this advice was not given to me directly by th... 02/01/2010 11:48:10 http://www.bruceking.co.uk/development/blog/article.asp?qid=99 It’s an established fact that money is not the major motivating factor for employees (except maybe i... 25/10/2009 14:59:59 http://www.bruceking.co.uk/development/blog/article.asp?qid=98 Continuing the saga from my previous newsletter and BLOG at http://www.bruceking.co.uk/development... 09/10/2009 11:28:07 http://www.bruceking.co.uk/development/blog/article.asp?qid=97 You may recall I’ve mentioned in previous blogs and newsletters the fact that ‘the extra mile is rar... 27/09/2009 16:31:48 http://www.bruceking.co.uk/development/blog/article.asp?qid=96 Salespeople who attend my Master Classes often ask me when they should start closing. My answer is ... 19/09/2009 12:23:31 http://www.bruceking.co.uk/development/blog/article.asp?qid=95 Nibbling is one of the negotiating techniques I use frequently and with great success when I am buyi... 30/08/2009 09:19:45 http://www.bruceking.co.uk/development/blog/article.asp?qid=94 Use only two or three strong points at most for not agreeing to a concession. There is often a te... 24/08/2009 07:20:21 http://www.bruceking.co.uk/development/blog/article.asp?qid=93 When I ask this question in a Master Class, almost without exception, people say the buyer has all t... 01/08/2009 10:39:11 http://www.bruceking.co.uk/development/blog/article.asp?qid=92 I mention this because, over the last few months, I’ve been accompanying many salespeople on visits ... 24/07/2009 05:44:25 http://www.bruceking.co.uk/development/blog/article.asp?qid=90 Your starting price and terms for your negotiations should be the highest you could possibly justify... 12/07/2009 15:11:13 http://www.bruceking.co.uk/development/blog/article.asp?qid=89 Last week I asked several companies to quote to prepare some illustrations for a new book I’m writin... 06/07/2009 07:39:25 http://www.bruceking.co.uk/development/blog/article.asp?qid=88 My lovely wife Stephanie has her own business. She sells very beautiful scarves, shawls and other fa... 29/06/2009 13:53:04 http://www.bruceking.co.uk/development/blog/article.asp?qid=87 I’ve had the privilege of coaching some really superb sales managers - and a few awful ones. Here, i... 21/06/2009 22:35:14 http://www.bruceking.co.uk/development/blog/article.asp?qid=86 ‘We don't see things as they are but we see things as WE are.’ So Sometimes it’s better NOT to foc... 12/06/2009 15:49:42 http://www.bruceking.co.uk/development/blog/article.asp?qid=85 The ISWAT Technique, which you'll be familiar with it you attended any of my Master Classes or confe... 07/06/2009 14:30:30 http://www.bruceking.co.uk/development/blog/article.asp?qid=84 The THREE letter word that you have to include in all your promotions: Whenever you are making a ‘s... 31/05/2009 20:10:34 http://www.bruceking.co.uk/development/blog/article.asp?qid=83 If you have to make cold calls, but don’t really love making them, you really should be using a Resu... 18/05/2009 08:06:01 http://www.bruceking.co.uk/development/blog/article.asp?qid=82 They saved my wife over £600 last week alone! These are also the same two words that I taught bo... 12/05/2009 15:17:25 http://www.bruceking.co.uk/development/blog/article.asp?qid=76 Here I go again – challenging people. And this time I’m challenging you to become World-Class in wha... 21/03/2009 http://www.bruceking.co.uk/development/blog/article.asp?qid=75 Of course it’s absolutely essential to know the features and benefits of our product or service BUT ... 16/03/2009 http://www.bruceking.co.uk/development/blog/article.asp?qid=74 William Shakespeare wrote ‘All the world’s a stage and each must play a part’. Of course he wasn’t r... 07/03/2009 http://www.bruceking.co.uk/development/blog/article.asp?qid=73 I’m often asked to help companies who deal with complex sales. By ‘complex’ I mean sales that can ta... 02/03/2009