David Yule is a highly successful sales trainer and consultant based in the UK. He is a Fellow of the Institute of Sales and Marketing Management, and qualified as an Associate of the Chartered Insurance Institute, and has has been involved in Management, Sales Management and Training for over 20 years.
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934 days ago
David Yule
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934 days ago
Psychological Needs
As Human Beings we have certain Psychological Needs and these needs must be respected when selling to someone. If you violate these needs then you will not sell. Even when you have the most logical product, the best price, the fastest delivery, etc. Imagine you had the best product and the best price in your favour but the existing supplier is the customer’s brother-in-law, would you still expect to sell? What is it that causes people not to buy the best product?
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934 days ago
You Can't Fail
What I love about selling is you just can’t fail. You go to see someone who isn’t buying from you and you don’t manage to sell to them. Have you failed? No — you have just found another way that doesn’t work. There are probably thousands of ways not to sell. There are many ways not to sell to every customer and prospect. You just have to keep trying something different until you find the right way.
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Tip of the day
Learn to be still. Develop the skill of sitting quietly, enjoying the powerful silence for at least ten minutes a day. Simply think about what is important to you in your life. Reflect on your mission.