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How to handle Objections & Close

September 25, 2017 / BY Cranky Consultant / IN Sales Consulting

Do you fear objections? On the contrary, you must embrace objections! Because, an Objection shows that the client is interested. The customer who has no questions to ask has no desire to…

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A Real Skill: Effective Questioning!

September 25, 2017 / BY Cranky Consultant / IN Sales Consulting

Listening becomes extremely powerful when combined with the skill to ask the right questions. By Effective Questioning, you can get the customer: Reveal his Real Needs Realize Ramifications of not solving the…

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Build Rapport through Mirroring & Matching

September 25, 2017 / BY Cranky Consultant / IN Sales Consulting

Rapport is the ability to create and hold the other’s positive attention and create a sense of trust Rapport makes the other person feel comfortable with you. It gets the person thinking…

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Influence by Robert B. Cialdini

September 19, 2017 / BY Cranky Consultant / IN Sales Consulting

Robert Cialdini,  Professor of Psychology at Arizona State University, has identified 6 Principles of Influence—what makes people agree to do or buy something (based on 35 years of evidence based research) Reciprocation:…

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Getting Things Done by David Allen

September 19, 2017 / BY Cranky Consultant / IN Sales Consulting

GTD—or “Getting things done”—is a framework for organizing and tracking your tasks and projects. Its aim is a bit higher than just “getting things done”, though. (It should have been called “Getting…

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The Art of Public Speaking by Dale Carnegie

September 18, 2017 / BY Cranky Consultant / IN Sales Consulting

So, how to improve at the art of public speaking? Lets take the example of grazing horses. Did you ever notice in looking from a train window that some horses feed near the…

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Customers for Life by Carl Sewell and Paul Brown

September 18, 2017 / BY Cranky Consultant / IN Sales Consulting

Carl Sewell shares the lessons learnt from transforming his Cadillac dealership, revealing the secret to getting customers to return again and again. What follows might seem a little idealistic but do it right…

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Simplify by Richard Koch

September 18, 2017 / BY Cranky Consultant / IN Sales Consulting

This book talks about great simplifiers in the business world. It says that there are only 2, almost opposite, ways of Simplifying: Price-simplifying & Proposition-simplifying. It also explains how to do both…

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Persuasion: The Real Business we all are in!

August 29, 2017 / BY Cranky Consultant / IN Sales Consulting

Let’s start with a question: What business are you in? Your Company might be in ‘Products’ or ‘Services’. But, my question is: What business are you in? My answer is: the Business…

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First, Break All the Rules By Marcus Buckingham & Curt Coffman

August 11, 2017 / BY Cranky Consultant / IN Sales Consulting

“Don’t try to put in what was left out; instead draw out what was left in” The Gallup Organization surveyed 2,500 business units. Positive answers to the 12 questions strongly correlated to…

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