A common concern raised today amongst the owners of small to medium sized businesses is that it’s incredibly challenging to compete with larger companies on price. As business coaches, we hear it often. The perception many struggling entrepreneurs have is that consumers shop on price alone. In fact, the only reason many customers ask for…

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Consider many of the most successful and renowned salespeople in the world, and what their secret may be. Is it drive or determination? Organisational skills? Persistence? Those are all important qualities, but there is one essential trait that has helped them to the top of their game – personality. But how do you teach personality?…

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You’re an experienced salesperson; you’ve listened carefully to what your customers are saying, you know what they think they need and want, and you can make recommendations that will surpass their expectations, resulting in them being increasingly eager to place an order with you. But do you think that’s really all there is to the…

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