Category: Sales
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How to ask Great Questions (and Listen Actively)
I’ve been on my first long distance travels for the last 2 years. I am in Montevideo, Uruguay this week teaching at IEEM Business School. I’ve been coming here for the last 12 years (last year was a virtual visit via zoom). Many of my classes this week finished with participants commenting on the importance…
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Entrepreneurial Sales: 3 Keys to Successful Selling
This video is about 3 sales lessons that I have learnt running 5 businesses over the last 15 years as an entrepreneur and chief salesman. I thought I was good at sales when I first set up my own company. I was not. I had a lot to learn. Sales is about getting in front…
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How to sell a pen
There is a classic sales interview question where the interview pushes a pen towards the interviewee and says “sell me this pen.” You might have seen the question in the movie The Wolf of Wall Street. How do you Sell a Pen? Don’t start with the pen. Start with the person in front of you.…
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Sales Training 101: Fish where the fish are
…not where you would like them to be. I spent over 10 years building entrepreneurial ventures that had a lot of selling involved (insurance, business services, restaurant franchises, aeroplanes). Fish Where the Fish Are I met a young entrepreneur last week at Startupbootcamp. He told me “I am not good at sales”. I said “What…