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The True Sales Blog features articles from our Founder, Paul Owen.
The True Foundations of Confidence in Sales: Competence and Practice
Confidence is a term that we often throw around without fully understanding its nuances. When we talk about someone being confident, we usually refer to their social confidence—the ability to maintain eye contact, give a compelling presentation, tell a joke, or...
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Identifying and Articulating Value: The Key to Successful Sales
Success isn't just about pushing products or services onto potential customers. It's about identifying and articulating the unique value your offering brings to the table. Having experienced all manner of sales environments during 20 years in sales, identifying and...
The Psychology of High-Stakes Selling: Influencing Decisions at the Highest Level
In the world of sales, high-stakes selling stands out as a unique challenge. When the decisions are made at the highest levels of an organisation, the stakes are even higher. To succeed in this arena, sales professionals need to master the psychology of influence. In...
The Importance of Control in the Sales Process
When I visited the dentist to have a wisdom tooth extracted, you trust their expertise and judgement to ensure a smooth and successful procedure. Trust plays a pivotal role, but it's not always about the product or service itself; it's about trusting the professional...
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