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	<title>The Accidental Salesman</title>
	<link>http://www.theaccidentalsalesman.com</link>
	<description>Free online sales training with Richard White</description>
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		<title>There is more to sales messaging than features and benefits</title>
		<description><![CDATA[When engaging in sales activity it&#8217;s easy to assume that clients and prospects understand what we&#8217;re talking about.  We are taught that if we just stop talking about features and start talking about benefits then everything will go swimmingly, right? 
Well actually it’s wrong. Talking about benefits is a good start but that doesn’t [...]]]></description>
		<link>http://www.theaccidentalsalesman.com/sales-messaging/there-is-more-to-sales-messaging-than-features-and-benefits/</link>
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		<title>How to develop trusted relationships that win you more sales from corporates</title>
		<description><![CDATA[I once heard an excellent saying from a very successful businessman. He said that small business owners decide with their wallets whilst people in large businesses decide with their jobs. Whilst this may not be totally true, it helps us understand why trust is especially important when selling to corporates.
Having a trusted relationship will not [...]]]></description>
		<link>http://www.theaccidentalsalesman.com/business-development/how-to-develop-trusted-relationships-that-win-you-more-sales-from-corporates/</link>
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		<title>Take the easy road to more sales</title>
		<description><![CDATA[Sometimes we can make things harder for ourselves without realising it. I prefer to take the easy path every time, especially when it comes to sales.
It took me a while to fully appreciate that there are some things that are easier to sell than others. But when I &#8216;got it&#8217; I became really excited because [...]]]></description>
		<link>http://www.theaccidentalsalesman.com/business-development/take-the-easy-road-to-more-sales/</link>
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		<title>9 ways to win more sales from your competition</title>
		<description><![CDATA[Yesterday I was catching up on some recorded TV on my Sky+ player. One of the programs was a documentary on evolution and it was really focused on the vital role that the competition for food has played in how species evolve.
The food for business is profitable sales and just like the animal kingdom we [...]]]></description>
		<link>http://www.theaccidentalsalesman.com/business-development/9-ways-to-win-more-sales-from-your-competition/</link>
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		<title>Discover how the way you respond to email enquiries can significantly impact your sales</title>
		<description><![CDATA[Email is an incredibly powerful business tool and it’s hard to remember how business used to function in the days before email took off. I don’t know about you, but I still get really excited each time I get an email enquiry.
How you respond to email enquiries, however,  could make the difference between winning [...]]]></description>
		<link>http://www.theaccidentalsalesman.com/starting-selling/discover-how-the-way-you-respond-to-email-enquiries-can-significantly-impact-your-sales/</link>
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		<title>My best tip for a prosperous 2012: Stop Educating and start selling!</title>
		<description><![CDATA[Happy new year!
2011 was a tough year for many selling a business service. It seems that 2012 will, at best, be more of the same and the businesses that survive and prosper will not only evolve their business model but also evolve their sales and marketing messages.
Sadly many talented people have not made it through [...]]]></description>
		<link>http://www.theaccidentalsalesman.com/sales-messaging/my-best-tip-for-a-prosperous-2012-stop-educating-and-start-selling/</link>
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		<title>Make 2012 a WOW! Year</title>
		<description><![CDATA[ I always love this time of year. It’s a good time to forget the past, reset our goals, and focus on the year ahead. Whilst many of you may have set personal goals, I wonder how many of them are actually WOW! goals? Will they motivate you enough to do some of the things [...]]]></description>
		<link>http://www.theaccidentalsalesman.com/uncategorized/make-2012-a-wow-year/</link>
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		<title>How to generate sales leads at a client&#8217;s Christmas party without being annoying</title>
		<description><![CDATA[No matter whether you celebrate or even recognise Christmas, there is one thing hard to escape during the month of December and that’s the Christmas party. Client Christmas parties are a golden  opportunity to not only refresh your client relationships but also seek out new opportunities within the same organisation.
Pitching at social gatherings, however, [...]]]></description>
		<link>http://www.theaccidentalsalesman.com/uncategorized/how-to-generate-sales-leads-at-a-clients-christmas-party-without-being-annoying/</link>
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		<title>How to succeed in sales without a personality transplant</title>
		<description><![CDATA[When I first became a professional IT consultant many years ago, I had no idea that I was on a collision course with sales. I obviously didn&#8217;t think it through as, back in those days, I would rather have had my fingernails removed with pliers than get involved in sales!
Yet I was ambitious and wanted [...]]]></description>
		<link>http://www.theaccidentalsalesman.com/starting-selling/confidence/how-to-succeed-in-sales-without-a-personality-transplant/</link>
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		<title>How to boost your networking APPEAL</title>
		<description><![CDATA[Are you making the most of your contacts? Do people you know help you win more business and make selling easier for you?
We all have more than enough contacts to generate enough business. The trick is to work out how best to leverage your contacts to help you win more business. Easier said than done!
I [...]]]></description>
		<link>http://www.theaccidentalsalesman.com/generating-sales-leads/networking/how-to-boost-your-networking-appeal/</link>
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