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So…How Do You Get The Prospect To Call You? (Here’s 11 Ways…)

Many salespeople believe prospecting to be a one-way journey, where you make contact with the prospect and you have to do all the work to convince them they are making the right choice to talk to you, and eventually buy from you. But what if you could make yourself the target of prospects to contact? How can you make yourself…

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STOP Using These Tired Methods When Opening Your Sales Interactions

The initial interaction with the buyer is one of the most critical parts of the sales process. This session establishes the ‘primary perception’ of you by the buyer. It builds your credibility and trustworthiness, and allows you an easier passage through the process. Some research suggests that you have between 15 and 30 seconds to establish that perception, either positively…

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10 Timeless Values That ALL Salespeople Should Adopt

The only constant today is change. When you look back 10-15 years, it barely seems to be the same world we are living in. And yet, there are some things that remain constant and never-changing, and I’d like to share ten sales truths that are everlasting. These are things that can drive our values and ideals, mainly because they are…

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Use These 8 Basic Strategies To Jump Start Your Sales

So, you could do with making some more sales and need a jump-start – but where do you start? Well, I would recommend that you optimise what you are currently doing by taking a look at the following: Number 1 If you are making calls to arrange appointments analyse your scripts and put yourself in the position of the prospect…

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Use This Method To Help You Overcome This Common Objection

One of the biggest objections sales people face that causes most discussion is the issue of price. The holy grail of salesmanship is how to find the best way to convince their customers to pay the price they want for their services. Remember, price is always associated with value, so if the price issue is raised often, think about how…

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7 Ways To Make Your Brand Stand Out Against The Competition

Brand is often described as ‘a variety of something distinguished by some distinctive characteristic’. Apple’s brand, for instance, is characterised by the statement ‘Think Different’. It creates a label in people’s mind that attracts them and builds trust in the product or services. No matter what your brand is, you can make it stand out against competitors by putting the…

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3 Methods That Will Give Your Prospect No Choice But Choose You

No doubt you’ve heard the stories of customers who have changed their buying patterns and switched the companies they buy from, based purely on the fact the salesperson left one company and went to work for another. Their allegiance was with the salesperson more than the company and their products. Why does this happen? It’s normally because the buyer trusts…

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A Killer Sales Tip From Bobby Axelrod

Sometimes we learn lessons from unexpected sources. By being curious, keeping our eyes and ears open and seeing things from different perspectives, we pick up a lot of great ideas when we least expect them. I am intrigued by Sky Atlantic’s high-octane, high-finance series ‘Billions’, starring Damian Lewis as a multi-faceted billionaire, whose private and professional  life is as incongruous…

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How To Respond To “We Want A 15% Discount”

I have recently been running some training with a very successful client and we have been working on the negotiation skills of their salespeople and sales managers. One person in the group raised an interesting issue about one of his clients. They have been negotiating for a large contract, where they have been dealing with people at different levels; technical,…

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Why ALL Sales People Should Focus On Customer Centric Selling

Now and again, a new concept is discussed that takes sales into a new dimension. Many are reworks of familiar and rapidly-evolving ideas, and some take sales onto a new plane that deserves contemplation and further development. I’ve been reading a book recently that I believe can help you achieve more by getting inside the minds of customers and connecting…

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