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27 Feb 2020
Quote based on value, not price
Written by Doug D'Aubrey
When you talk about the price of your product or service, are you buying business or selling something that will add value? Many businesses, especially small businesses, believe that they need to be 'low cost' in order to win business and be competitive against more established companies - this is...
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30 Jan 2020
Conducting a sales appointment
Written by Doug D'Aubrey
How do you increase the chances of winning business at a face-to-face sales appointment? Many people believe that you need to be a salesperson to sell your products or services. However, sometimes, this stereotypical, chatty salesperson trait can be counterproductive. The key to a successful sales meeting is to listen...
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27 Nov 2019
Preparing for a sales meeting
Written by Doug D'Aubrey
Finally, that prospect you've had at the start of your sales pipeline for months has agreed to meet. It's time to prepare for the meeting. There are two elements to preparing for a sales meeting: the first is preparing your attitude, (and if you haven't read the first part of...
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