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		<title>Hit The Ground Running in 2011!</title>
		<link>http://thesellingedge.com.au/blog/2011/02/11/hit-the-ground-running-in-2011/</link>
		<comments>http://thesellingedge.com.au/blog/2011/02/11/hit-the-ground-running-in-2011/#comments</comments>
		<pubDate>Fri, 11 Feb 2011 09:27:19 +0000</pubDate>
		<dc:creator></dc:creator>
				<category><![CDATA[Events]]></category>
		<category><![CDATA[The Friday School of Sales]]></category>

		<guid isPermaLink="false">http://thesellingedge.com.au/blog/?p=51</guid>
		<description><![CDATA[On Friday 18th February, Brad is facilitating the first Friday School of Sales Workshop for 2011 at The Bayview Eden 6 Queens Road, Albert Park. New Friday School of Sales Series, new format, new selling strategies! Hit the Ground Running in 2011! Brad will be covering those things you need in your arsenal to be [...]]]></description>
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		<title>October 8th – How to be the Trusted Advisor In Business</title>
		<link>http://thesellingedge.com.au/blog/2010/09/06/october-8th-%e2%80%93-how-to-be-the-trusted-advisor-in-business/</link>
		<comments>http://thesellingedge.com.au/blog/2010/09/06/october-8th-%e2%80%93-how-to-be-the-trusted-advisor-in-business/#comments</comments>
		<pubDate>Mon, 06 Sep 2010 04:49:10 +0000</pubDate>
		<dc:creator></dc:creator>
				<category><![CDATA[The Friday School of Sales]]></category>

		<guid isPermaLink="false">http://thesellingedge.com.au/blog/?p=46</guid>
		<description><![CDATA[On Friday 8th October, Brad is facilitating the next Power Networking Breakfast and Friday School of Sales Workshop at The Bayview Eden 6 Queens Road, Albert Park. The Power Networking Breakfast 7am – 9am Come learn, share and get involved in an environment that is designed for sales people, sales managers and SME business owners. [...]]]></description>
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		<title>WOW! What a response!</title>
		<link>http://thesellingedge.com.au/blog/2010/09/06/wow-what-a-response/</link>
		<comments>http://thesellingedge.com.au/blog/2010/09/06/wow-what-a-response/#comments</comments>
		<pubDate>Mon, 06 Sep 2010 04:46:01 +0000</pubDate>
		<dc:creator></dc:creator>
				<category><![CDATA[Events]]></category>

		<guid isPermaLink="false">http://thesellingedge.com.au/blog/?p=44</guid>
		<description><![CDATA[Have you had a chance to check out the video I blogged about last week? The video previewed the upcoming 2010 Sales and Marketing Super Conference. Well I can tell you the response has been phenomenal, with over 70% of seats for the event already being snapped up. If you&#8217;re not one of those people [...]]]></description>
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		<title>How to Develop Your Unique Selling Package Part 2</title>
		<link>http://thesellingedge.com.au/blog/2010/08/25/how-to-develop-your-unique-selling-package-part-2/</link>
		<comments>http://thesellingedge.com.au/blog/2010/08/25/how-to-develop-your-unique-selling-package-part-2/#comments</comments>
		<pubDate>Wed, 25 Aug 2010 00:00:06 +0000</pubDate>
		<dc:creator></dc:creator>
				<category><![CDATA[Business to Business Selling]]></category>
		<category><![CDATA[Strategic Selling]]></category>
		<category><![CDATA[strategic message]]></category>
		<category><![CDATA[strategic message of uniqueness]]></category>
		<category><![CDATA[umbrella statement]]></category>

		<guid isPermaLink="false">http://thesellingedge.com.au/blog/?p=29</guid>
		<description><![CDATA[Before we move into Part 2 of How to Develop Your Unique Selling Package, if you missed Part 1 I answered the question “Why out of all the vendors available to me right now, should I buy from you and your company? Your Strategic Message of Uniqueness Do you want to improve your strategic selling [...]]]></description>
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		<slash:comments>0</slash:comments>
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		<title>You&#8217;ve Got to See This&#8230; 2010 Super Conference</title>
		<link>http://thesellingedge.com.au/blog/2010/08/22/youve-got-to-see-this-2010-super-conference/</link>
		<comments>http://thesellingedge.com.au/blog/2010/08/22/youve-got-to-see-this-2010-super-conference/#comments</comments>
		<pubDate>Sun, 22 Aug 2010 05:45:21 +0000</pubDate>
		<dc:creator></dc:creator>
				<category><![CDATA[Events]]></category>

		<guid isPermaLink="false">http://thesellingedge.com.au/blog/?p=40</guid>
		<description><![CDATA[Announcing&#8230;.. an event like no other. Let me get straight to the point. I’ve got something seriously exciting I want to share with you. But I thought rather than tell you, I’d show you. Simply click on this link and the video will explain everything www.2010superconference.com.au/video/ (Listen for the bonus ticket offer for early birds!) [...]]]></description>
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		<title>How to Develop Your Unique Selling Package Part 1</title>
		<link>http://thesellingedge.com.au/blog/2010/08/22/how-to-develop-your-unique-selling-package/</link>
		<comments>http://thesellingedge.com.au/blog/2010/08/22/how-to-develop-your-unique-selling-package/#comments</comments>
		<pubDate>Sun, 22 Aug 2010 04:35:04 +0000</pubDate>
		<dc:creator></dc:creator>
				<category><![CDATA[Business to Business Selling]]></category>
		<category><![CDATA[Sales Planning]]></category>
		<category><![CDATA[Strategic Selling]]></category>
		<category><![CDATA[customer focused]]></category>
		<category><![CDATA[elevator speech]]></category>
		<category><![CDATA[product focused]]></category>
		<category><![CDATA[strategic buying questions]]></category>
		<category><![CDATA[unique selling package]]></category>

		<guid isPermaLink="false">http://thesellingedge.com.au/blog/?p=25</guid>
		<description><![CDATA[How do you answer when asked ….. &#8220;Why out of all the vendors available to me right now, should I buy from you and your company?&#8221; It’s a good question isn’t it? I was asked this last year by a Sales Manager in charge of 12 sales people and being caught off guard, I fumbled [...]]]></description>
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		<slash:comments>0</slash:comments>
		</item>
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		<title>Power Networking Breakfast &amp; Friday School of Sales Workshop</title>
		<link>http://thesellingedge.com.au/blog/2010/06/09/power-networking-breakfast-friday-school-of-sales-workshop/</link>
		<comments>http://thesellingedge.com.au/blog/2010/06/09/power-networking-breakfast-friday-school-of-sales-workshop/#comments</comments>
		<pubDate>Wed, 09 Jun 2010 05:14:03 +0000</pubDate>
		<dc:creator></dc:creator>
				<category><![CDATA[The Friday School of Sales]]></category>

		<guid isPermaLink="false">http://thesellingedge.com.au/blog/?p=22</guid>
		<description><![CDATA[On Friday 18 June, Brad is facilitating the Power Networking Breakfast and Friday School of Sales Workshop at The Bayview Eden, 6 Queens Road, Albert Park. Power Networking Breakfast &#8220;Selling the Invisible&#8221; 7.00am start Brad will share the keys to selling professional services in the market. When you sell services your challenge is to turn [...]]]></description>
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		<slash:comments>0</slash:comments>
		</item>
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		<title>How to Deal with a Low Quote and Win the Business</title>
		<link>http://thesellingedge.com.au/blog/2010/03/10/how-to-deal-with-a-low-quote-and-win-the-business/</link>
		<comments>http://thesellingedge.com.au/blog/2010/03/10/how-to-deal-with-a-low-quote-and-win-the-business/#comments</comments>
		<pubDate>Wed, 10 Mar 2010 04:10:05 +0000</pubDate>
		<dc:creator></dc:creator>
				<category><![CDATA[Business to Business Selling]]></category>
		<category><![CDATA[dealing with a low quote]]></category>
		<category><![CDATA[win the business]]></category>

		<guid isPermaLink="false">http://thesellingedge.com.au/blog/?p=8</guid>
		<description><![CDATA[As Salespeople, we are often faced with this ploy by the educated buyer. It may be quite sincere, there may be in fact someone who is prepared to take a lot less for what we do. It doesn’t mean you will lose the business- it’s just a jolt to let you know you haven’t yet [...]]]></description>
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		<slash:comments>0</slash:comments>
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		<title>Milestones</title>
		<link>http://thesellingedge.com.au/blog/2010/01/13/milestones/</link>
		<comments>http://thesellingedge.com.au/blog/2010/01/13/milestones/#comments</comments>
		<pubDate>Wed, 13 Jan 2010 06:22:17 +0000</pubDate>
		<dc:creator></dc:creator>
				<category><![CDATA[Business to Business Selling]]></category>
		<category><![CDATA[milestones]]></category>
		<category><![CDATA[sales process]]></category>

		<guid isPermaLink="false">http://thesellingedge.com.au/blog/?p=14</guid>
		<description><![CDATA[These are eight basic milestones in the Business to Business sale process. They can be grouped together on some calls and spread apart in others. 1. Product Service Identification a. What does my product or service do? b. What problem does it involve? c. What need does it satisfy? 2. Prospecting a. Finding qualified prospects. [...]]]></description>
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		<slash:comments>0</slash:comments>
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		<title>Find out what 95% of salespeople are doing and do the opposite</title>
		<link>http://thesellingedge.com.au/blog/2010/01/08/find-out-what-95-of-salespeople-are-doing-and-do-the-opposite/</link>
		<comments>http://thesellingedge.com.au/blog/2010/01/08/find-out-what-95-of-salespeople-are-doing-and-do-the-opposite/#comments</comments>
		<pubDate>Fri, 08 Jan 2010 12:15:01 +0000</pubDate>
		<dc:creator></dc:creator>
				<category><![CDATA[Business to Business Selling]]></category>
		<category><![CDATA[Build Expectancy]]></category>
		<category><![CDATA[contrarian thinking salesperson]]></category>
		<category><![CDATA[First Meeting Strategy]]></category>
		<category><![CDATA[salespeople]]></category>
		<category><![CDATA[Zig Ziglar]]></category>

		<guid isPermaLink="false">http://thesellingedge.com.au/blog/?p=12</guid>
		<description><![CDATA[I remember seeing Zig Ziglar (renowned Sales Trainer from the USA) on the platform a number of years ago here at the Melbourne Town hall when he opened with this line. He was referring to the fact that we need to be a contrarian in sales, to swim upstream, to get a different result. So [...]]]></description>
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