by Cian McLoughlin | Sep 9, 2021 | Latest Blog Post, Psychology of Buying, Sales Tips and Tricks
Everyone wants and deserves a good deal. But a ‘good deal’ doesn’t mean the cheapest price. In sales, sometimes we default to providing a discount because in the absence of anything else, the easiest lever to pull is price. We’re trying to create a perceived...
by Cian McLoughlin | Aug 24, 2021 | Latest Blog Post, Lucky Dip
I had my first home haircut in about 40 years the other day. They say ‘necessity is the mother of invention’ and entering week 7 of lockdown with a shaggy mane and no prospect of a haircut, I was definitely in need. My wife Shelley was kind enough to take...
by Cian McLoughlin | Aug 2, 2021 | Lucky Dip, Sales Tips and Tricks
On the 23rd of November 1996, a player called Ali Dia made his professional debut in the English Premiership for Southampton. Coming on as a substitute in the 32nd minute, he proceeded to have one of the worst footballing debut’s in history, perhaps best summed...
by Cian McLoughlin | Jul 19, 2021 | Latest Blog Post, Psychology of Buying, Sales Tips and Tricks
You don’t win or lose in sales because you’re 50% better or 50% worse than your competition. You win or lose by tiny increments that add up throughout the entire sales cycle. You were the most responsive vendor – Plus 1% Your tender document was...
by Cian McLoughlin | Jul 16, 2021 | Latest Blog Post, Psychology of Buying, Sales Tips and Tricks
“I really struggle to keep the desperation out of my voice”. A salesperson confessed this to me recently, about prospecting and making cold calls. Like so many other salespeople at the moment, he’s under intense pressure to perform and has struggled...
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