Monthly Archives: December 2012

A Definition of Selling

Selling is getting someone intellectually engaged in a future result that is good for them and getting them to commit emotionally to take action to achieve that result. Dan Kennedy. Advertisements

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Posted in Responsibility, Sales | Leave a comment

You can’t bore someone into buying!

People buy benefits, not features How many times have you been confused by a technical sales pitch that focuses on features rather than benefits? You will see it in a lot of places – the high street electrical goods retailers, … Continue reading

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Posted in leadership, Sales, Service, Success | Leave a comment

Seven Reasons why Word of Mouth Marketing is the Best Way to Acquire New Customers

I recently wrote this as a guest blog for Pete Evans of Altum-V. Check out the original post at It’s free, low cost or at worst, it’s pay-for-results-only advertising A client who comes to you by referral is much … Continue reading

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Posted in Sales, Success | Leave a comment