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News

Find out the latest news from Prepit and the industry as a whole. We also have helpful advice for your business.

We Love to Queue

In the UK we love to queue for things. The understanding being that this ensures the order in which people will be served. Recent experience from myself, and others, is that this assumption is under threat through poor service. Twice recently I have reached the front...

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6 things about opportunity management

Doing a lot more work recently on opportunity management and qualification I feel the need to add a few more observations to the list published a few months ago. The full list: Rose Tinted Glasses – Sales people, by their very nature, tend to be optimistic in order to...

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Three Connections

I have been reflecting on the common themes I have been seeing over the last few months. I think they boil down into three “connections”. Ensuring that the business is connected to its core markets with a clearly articulated, relevant, compelling and differentiated...

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Are you prepared?

Working recently with several sales teams and discussing the importance of preparation (hence the name of my company Prepit!). Good prep ensures that you are seen as professional, behave as a trusted advisor and achieve better outcomes. How often do we fail to find...

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Everyday Leadership

  It’s is interesting how leadership skills pervade everyday life. Our local pub in Devon had a great owner with real leadership skills and build a strong business during his tenure. You could see how well he interacted with his staff and how competently he handled...

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Does service matter?

Travelling over the past few weeks has re-emphasised for me the importance of service. Simple things like the check in and check out process in a hotel make a huge difference to the perception of the brand. In one hotel in Dubai I was made to feel very welcome and...

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More about questions

In my last post I talked about salespeople knowing the definition of open & closed questions, but continuing to use too many closed questions when they meant to use open. Lack of questioning and the impact on rapport and engagement is not restricted to just...

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Open & Closed

Ask any sales person and they can nearly all tell you the difference between open and closed question.  However when you ask them to write down the question they use during customer needs discovery it's amazing how many are actually closed question. The difference...

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What’s in a name?

I am always slightly amused by the number of companies that have added the word ‘Solutions’ to the end of the name or strapline. Logistics and courier companies are now ‘Supply Chain Solutions’, my favourite being ‘Supply Chain Solutions with Value Added Services’. A...

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Why Opportunity Management?

I have been doing a lot of work recently with clients on opportunity management and believe it help address a number of typical sales issues, including the three below: ‘Happy ear‘ syndrome - This is where Sales people only hear positives from the customer and...

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