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BUSINESS GROWTH COACHING

Increase Sales with this simple technique

Brett McBurnie

The smartest thing any sales person can do when making a sales presentation is to show the client all the people who have used your services. This may sound silly, but it is the easiest way to show someone that someone other than you thinks the product is pretty good. You may want to think about how you are going to do this.

Recently, I was talking with the owner of a car dealership who took over another, and the overtaking dealership had 30,000 customers. It would be hard to show this to a customer without carrying around a computer or a small phone book. But if you live in a place and can show that you have recently provided 200 companies in the area your service, it speaks volumes that all the sales hype in the world cannot match.

Several of my associates in the transportation business used this technique and it enabled them to compete with much bigger and more reputable players.

There will of course be those people who will say that they will not share their client list with anyone. If you are in B2B, I have news for you. The competition already knows who is on your client list. You are dealing with them by the grace of your salesperson or by virtue of a better product or service.

If you are not sure exactly how to do it, then contact me and I will show you how. Believe me, it works.

Brett McBurnie
Sales Coaching Services
www.salescoachingservices.ca

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Brett McBurnie

Brett McBurnie comes to coaching from a diverse and unique background. Born in Toronto in 1951, he attended school in East York and eventually went on to study Classical Studies (Greek and Latin); at the University of Toronto , with the purpose in mind of pursuing a general but well rounded education.

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