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What is Up-selling? Up-Selling is what you do when you increase the value of the sales transaction at the point at which your customer...


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What is a punch-line slogan? A punch-line slogan is a one line statement about your business that captures the essence of your USP and...


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Defining your ideal customer Defining your ideal customer means clarifying the people who are, or are likely to be, hungry for your...

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Use words that form bridges, rather than raise barriers. Whether you’re coaching an employee, meeting with the Board of Directors, or...


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What is a guarantee? A guarantee is an offer you make to your customers that reduces or takes away the perceived risk of making a...


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What is a unique selling proposition? A USP is something that distinguishes you from all your competitors in your local marketplace. It...


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What is a case study? A case study is a description of a piece of business you have carried out for one of your customers. It is a...


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What is packaging? Packaging your products in the context of marketing your business is about grouping your products or services together...


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What are the best strategy? The best strategy to market your business are those that enable you to target the right people with the right...


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To grow any business you will need to either attract new customers or increase transaction value and frequency of purchase of the...


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Follow-up gives salespeople a way to differentiate themselves that is completely within their control. Follow-up is one of the easiest...


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We all know that sales is tough job. Even though there so many sales professionals in the market place, statistics shows that only 20%...


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It’s very important to understand what business your prospect does and what kind of services or products they do offer to their...


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Maybe it’s changing technology. Maybe it’s the still-recovering economy, which in some sectors has yet to bounce back from the market...


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Today’s selling environment Changes in the marketplace, economy, communication and technology have had a big impact in the way companies...