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How to add value by ditching the discount

How to add value by ditching the discount

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...
Earning the moniker ‘sales professional’

Earning the moniker ‘sales professional’

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...
Winning the one percenters

Winning the one percenters

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...
How to avoid sounding desperate in sales

How to avoid sounding desperate in sales

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...
My top 10 LinkedIn tips

My top 10 LinkedIn tips

by Cian McLoughlin | Jul 7, 2021 | Latest Blog Post, Sales Tips and Tricks

I was lucky enough to make the list of Top 100 LinkedIn Sales Voices list again, as curated by Scott Ingram, coming in at number 86 this time. In case it helps with your LinkedIn strategy, I thought I’d unpack a few of the LinkedIn tips I’ve adopted to...
The 3 P’s to run a great meeting

The 3 P’s to run a great meeting

by Cian McLoughlin | Jun 16, 2021 | Latest Blog Post, Lucky Dip, Sales Tips and Tricks

How do you run a great meeting? It feels like a blindingly obvious question, but it’s actually not. When you start to analyse all the different factors that influence a great meeting, it can make your head spin. I know … I did it not so long ago and...
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  • Just start!
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