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Sean McPheat's Articles in Marketing

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  • 10 top tips to become the worst sales person in your company!
    Being the best sales person in your company is a tough task whereas being the worst is a synch! Read on to learn how to guarantee that you are the worst sales person in your company and whether you already hold the crown!
  • 10 Ways to Overcome Sales Objections
    According to the experts who conduct sales coaching and sales training courses, most of the sales objections take place when a sales rep has failed to show to the client the usefulness of the product. Overcoming these objections is a very important lesson for a sales rep. It is important to remember that the customer may not always give the actual reason for objecting to the sale.
  • 7 marketing mistakes to avoid when promoting your business
    Promoting your business is one of the most important things to do to ensure that your company succeeds. However it can be very difficult market your business correctly. Read on to find out 7 marketing mistakes to avoid when promoting your business.
  • A great Manager is a Great Communicator
    Who is a great manager? Well, this question can have many answers but anyone running a management training program or management training course will tell you that – A great manager is a great communicator. This does not mean however, that all the other skills that a manager possesses are redundant. That is not what it means. But, unless you are a good communicator you cannot be a good manager.
  • Coaching Techniques for Managers
    Not all management training programs and management training courses offer coaching techniques for manager in their courses. First of all, why do managers need to learn coaching techniques? After all managers are given management training, do they also have to be given training to be a life coach? To understand this, we have to know what a coach does. Traditionally coaching was something that was done to train sportspersons.
  • Differences between Management and Leadership
    ‘Management and leadership’, usually these words are generally heard together. Are they interconnected? Are there any differences between them? This is a discussion that has been going on for some time and will be around for some time to come. It is a common topic for discussion in various management training programs and management training courses. The fact is that you cannot escape this topic if you are attending any type of management training program.
  • How to coach a perfect 10!
    The other day I was delivering some coaching skills training for a company when a delegate asked me how she should coach the person who is an introvert and has little to say
  • How to coach the client that thinks they know it all
    To be a life coach is not that easy. Some people think that since giving advice is easy; many of us are into life coaching. How unfair!!! Of course they do not even bother to understand that many of us have undergone life coach training. And unfortunately for many of us, these very people come to us as clients. They are the nightmare clients; clients who think they know it all.
  • How to get action with your staff reviews
    "My 1 to 1 sessions seem to just fizzle out at the end of each one, usually because we run out of time and need to get back to the work place. How can I overcome this?"
  • How to get referrals in the sales process
    First, getting referrals is as easy or as difficult as you make it. The main reason most sales people are not good at getting referrals is simply because they do not ask or do not ask with conviction. Asking a prospective customer or a customer for the names and contact information for a few of their friends or associates is really not a big issue.
  • How to Manage Absence Effectively?
    Absence it is said makes the heart grow fonder. But, when an employee absents himself or herself this is definitely not going to be the case. Absence of employees causes the loss of millions of dollars to the economy. Millions of work days are also lost as a result of employee absence. Absence is genuine in two third of the cases while the others just do it for non-genuine reasons.
  • How to manage your Time more effectively
    It is always a surprise as to how a simple homemaker is able to manage a myriad of different activities without any formal training whereas a manager is not able to do it even with all his/her fancy degrees. How do they do it? The homemaker knows a simple technique – time management. Managers can manage people, budgets, etc but when it comes to time they are not very good at managing it. Management training programs and management training courses can help you learn the skill of time management.
  • How to move the sale forward
    I must admit I get a little bored every time I hear a trainer or article say "There are two types of questions, open and closed. Only use open questions when xyz and only use closed questions when abc"
  • How To Overcome Objections
    Usually when a prospect makes an excuse, it is because they have not been convinced that whatever you are selling to them, has sufficient benefit for them to change their mind
  • How to run a Staff Appraisal?
    One of the most difficult tasks a manager’s has to perform is that of staff appraisal. Many management training programs and manager training courses conduct separate classes on this. Staff appraisal is like skating on thin ice. The result of a staff appraisal rarely satisfies the staff and the management.
  • How to Sell Affiliate Products and Make a Profit?
    Affiliate marketing was there even before internet came into the picture. It was not invented by netpreneurs. That’s what they would like us to believe but they would be telling the truth when they say that affiliate marketing took off like never before with the coming of the internet. In the beginning it was only homemakers wanting to make some extra money who went into this business.
  • Life Coaching Career Advice – Finding The Career For You
    Stuck with not knowing where to go with your career? Read this article to know where to start
  • Magic Cold Calling Words
    Everyone wishes they knew those magic words that can totally change the direction of their cold call, Well read on and you could find out just what they are !
  • Management Training Tip - Seven ways to manage to your boss
    We are aware that majority of people have no problems managing the employees under them, The question is how many of them could manage their boss. Read on to find out how you too could know how to manage your boss with 7 amazing new tips
  • Managing Your Time - How To Prioritize Your Tasks
    The ability to choose and complete tasks in the order of importance highly desirable and more challenging for some business types than others.
  • Marketing Tip - The Benefits of Social Marketing
    The benefits of social marketing are many. Joining a series of social networking websites may seem like a tedious task, especially if you aren’t a very social person, but results you gain are going to prove themselves to be well worth the effort. I was never a huge fan of social marketing, but I quickly found that social networking sites gave me the opportunity to have a little bit of fun while working on my marketing campaigns.
  • Reviewing Accounts for Further Business: Care, Cultivate, Consult
    If you want to learn how to look after your accounts, keep them up-to-date and get more business then read on to learn the tips and techniques to succeed and get more SALES!
  • Sales Training Tip - 10 reasons why hard sales tactics never work
    There are so many great sales techniques out there but for some reason the sales professionals of today still use the hard sell tactics,which no longer have the same effect. Read on to find out 10 reasons WHY hard sell tactics never work
  • Sales Training Tip – How To Respond To “I’m Happy With My Supplier Thanks”
    I want you seriously to think about Sales Training Tip: When the prospect says, "I'm happy with my supplier." What barrier, what objection, what problem are we talking about?
  • Sales Training Tip – How To Retain Top Sales People
    Keeping your sales staff is a tough job as there doesn’t seem to be any loyalty any more. Read this article for tips on how to retain your best sales staff!
  • SALES TRAINING TIP – KEEPING CUSTOMER FOR LIFE
    Marketing and sales will, of course, be of the utmost importance to the success of your small business. However, do you even know the difference between the two? Marketing is everything your company does to reach out to the consumer and find potential clients. Marketing is preparation for sales.
  • Sales Training Tip – What to say and how to say it
    In my new “What’s In a Word” series, I will offer a different word or phrase that could help you or seriously damage your sales efforts. As everyone knows, I’m a harsh critic of the canned spiel and I don’t advocate word-for-word scripts; however, I do advocate a well PLANNED sales presentation.
  • Setting Appointments on the Telephone:How to Qualify the Prospect in a Cold Call
    When you are trying to set appointments It can be difficult to qualify prospects during cold calls. Read on and let Sean McPheat teach you how its done
  • The cost of management meetings and avoiding wastage of man hours unnecessarily
    Do you waste a lot of your working day in boring, mindless meetings? If so, read on to find out how you can make your meetings into productive and worthwhile events. Honestly!
  • The Delegation of Authority
    As a manager, you’re in a unique position. Delegation of authority is often the most difficult concept for most new managers to grasp. I know because I had trouble with the idea myself. I was used to completing all of my tasks on my own and was overly cautious and unsure about passing work to my subordinates.
  • The difference between needs and wants – people only buy what they want
    Are you selling your product based on what you think your prospective buyer needs or are you paying attention to his want? There is a subtle difference between wants and needs that you need to understand before you even start to sel.
  • The Key Skills of a Top Manager
    Management training programs and management training courses are meant to hone the managerial skills of a person. Sometimes, it is through these management training programs that an individual discovers he or she has a particular skill. So, what are the key skills of a top manager?
  • The Key to Successful Delegation
    Read on to find out how to be a successful deligator,.......we have the key!!!
  • The Most Useful Coaching Models to Use
    A life coach uses many models to meet the needs of his/her client. Depending on the type of life coaching course you attend the number of models and the type of models that can be used by a life coach varies. Some of the models are the six levels of coaching, the CLEAR model, Solution focused coaching, the story telling coach, transformational coaching, the GROW model etc.
  • There are only three ways to grow any business
    There’s a lot of hype about how to improve turnover and profitability. But did you know when it all comes down to it, that there are only 3 ways to grow a business? Read on to find out more.
  • Time Management for SME Owners
    SME owners have to manage everything: from the hiring and managing of employees to seeking clients to planning the business strategies for the company. Is there a more efficient way out?”
  • Top 5 Tips of the Most Successful Sales People
    Learning from others experiences and mistakes is always a good idea. And for a sales person what better way to learn than from some of the most successful sales people. Some sales training and sales coaching classes bring in successful people to give a talk to the new batch of sales people. But, if you haven’t got a chance to hear these people talk then, not to worry here are the 5 tips from the most successful sales people.
  • Training Your Management Team – Motivation Tips
    What motivates your staff at work? This article takes a look at the main reasons and why money is not the be all or end all of happiness in the workplace!
  • What is Consultative Selling?
    Consultative selling sales training courses are becoming increasingly popular. Even other sales training classes and sales coaching classes are offering consultative selling as a part of the curriculum. So, what is consultative selling? As any of these sales training courses will tell you consultative selling is a type of selling in which the selling is based on customer needs rather. It is a non-manipulative process. The focus here is not on product.
  • What is Leadership really about?
    If you have attended any kind of management training, be it management training courses or management training programs you might have noticed that all of them focus on leadership. Management training courses and management training programs may even give out materials like pamphlets or booklets on the subject. And, you take it all promising to read it but of course forget about it completely the moment you are out of the room. What is leadership really about?
  • WHAT IS PEOPLE MANAGEMENT?
    Your employees are the biggest asset you have. Their performance and attitude can result in the success or failure of your business. The most difficult part of any manager’s job is people management. He or she is required to lead, motivate, train, inspire, and encourage.
  • What Makes a Good Boss?
    According to Rob Sheehan, director of executive education at the James MacGregor Burns Academy of Leadership at the University of Maryland, “Being a good boss is important in any organization, but it’s particularly important for small business. With smaller businesses, you really have the opportunity to set the tone for the entire company.” There are several characteristics, traits, and attitudes that seem to be prevalent among executives that are viewed as “good bosses” by their employees.
  • What's the difference between Coaching and Therapy?
    Is there any difference between Coaching and Therapy? It is often a doubt that most of us have. Many of us may have attended life coaching or undergone life coaching training without knowing the difference between therapy and coaching. Some of us might even wonder whether there is any difference at all.
  • Why consulting employees before implementing management change is necessary
    We know how irritating it can be when a big change happens and were not told about it. In a work place adjusting the management without consulting the employees can have disastrous effects. Read on to find out how to make any change a smooth one.
  • “Want fries with that?” Effective ways to up sell your current products and services
    Need to know how to make more sales? Heres how to sell even m,ore to the customers you already have....
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