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Marcus Cauchi

Everyone talks about prospecting but virtually no one actually does it consistently, regularly or well. After all, have you ever had to queue for an outside line to make a cold call? I know I haven't and I've been selling for 28 years. What are the 10 deadly sins of prospecting?

This doesn't mean develop a 'To-Don't List' of 56 items and get around to doing none of them. It means picking 1 or 2 wildly important objectives, and working towards achieving them coherently, cohesively and using complimentary actions in a chain of activity.

No one is comfortable buying from a salesperson who is needy, desperate or skint … and shows it. Nor are buyers comfortable buying from someone selling, who has their own best interests at heart and is trying to put their hand in your pocket. Would you part with your own money under these conditions? Someone else’s money? Or if your career and livelihood were at stake?

In part 5 of this blog series, Marcus looks at punishment. He explores how buyers use this form of manipulation and explains how you can stop them punishing you.

Marcus Cauchi examines the reasons why many of us didn't want to set up in business and suggests reasons why we might not be as successful as we'd hoped we would be.

In Part 2 Marcus unravels the mystery a little further to see what happens when the Manipulator's golden glister rubs off and the promised reward or recognition you’ve been tantalized with for so long is unmasked as a fake, or worse still, you're still on the hook and the reward is even further out of reach.

WEALTH WARNING. If you sell the technical stuff and talk about what you do, this parable will make you cry.

Top Sales Trainer Marcus Cauchi introduces his new BLOG series that will help you understand how you're being manipulated by buyers. If you feel bullied and deceived into giving stuff away for free when by rights you should have been paid for it or if you over service accounts that you're underpaid for, then this is definitely worth a read.

How do I prevent myself being shunted by the boss without securing my route back into the boardroom?