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Here’s What Motivates Your Prospect (And It’s Not What You Think…)

When you ask what motivates your prospects, you will probably get a multitude of answers. Some may say profitability, others increased productivity, still others decreased staff turnover. Whatever it is that drives their decision-making, it will take different perceptions to identify exactly what it takes to make the prospect go with your solution. When you dig below the surface of…

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Here’s One Way To Convince Your Prospect To Buy From You…

There are not many truths in life that we can rely on these days. The rate of change is so great that what many people relied on as truth just a few years ago has radically altered.  I suppose the main truths these days revolve around gravity, death and taxes. All three are an indisputable fact of life that we’ll…

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The 4 Word Statement That ALWAYS Builds Value

When I was searching for a new car I did all the necessary research and visited a number of dealers for a test-drive that would convince me I had made the right decision. I don’t have many needs in a car….it has to do the job better than I would expect and make me feel every journey is an experience…

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How To Bond With Your New Client Just After The Close

In sales, our natural goal is to make as many people or businesses as we can more successful or profitable than they are currently. That’s the bottom line…it cements the long-term relationship with the new client and makes it a no-brainer that they should continue to do business with us. So what should you do when you have secured commitment…

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The 3 Words That Will Galvanise You To Sales Superstardom

I’ve just finished listening to another Tony Robbins CD. He’s someone who I’ve always admired, not only because of his knowledge and awareness of what makes us do what we do (although he’s up there with the rest of the top coaches in those areas) but also because of the way he makes me feel after listening to him.  He…

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4 Strategies All Successful Salespeople MUST Employ

We often see the successful salesperson and put it down to being in the right place at the right time, getting the breaks or simply being ‘lucky’. When successful people are analysed, though, we see that, although there may be streaks of luck involved in their successful results, by far the majority of the results they achieve come from doing…

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How Building “Psychological Debt” Will Increase Your Sales

I was recently reading an article by Tim Connor on two subjects close to my heart; sales and psychology. As a salesperson, there’s always a lot you can learn from others who have been in the field longer that you, as long as you’re willing to open up your mind to good things that people have to offer. Tim mentions…

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“I’ve Been Selling This Product For Years” – So What?

Albert Einstein once said that ‘Imagination is greater than Knowledge’. I’ve always admired this thought, because often I’ve come across people who think that, just because they’ve been selling for many years and they have more product knowledge than their team mates and most of their prospects, then that’s all they need to be successful. It set me thinking about…

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Here’s How You Know You’ve Earned The Right To A Referral..

Referrals are probably the easiest type of business to get because they are opportunities that are given to you by buyers or decision-makers who know you and trust you enough to put their reputation on the line. But what is a good definition of a referral? One word that comes to mind is ‘risk’. It’s risky for a company to…

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21 Questions That Will Build Instant Rapport

This sales blog is an excerpt of 450 Sales Questions – click here to download your complimentary copy Although rapport should be built all throughout the sales interaction via the tonality that you use, your body language gestures and through active listening skills, when you first meet with a prospect you need to break the ice. This can be when you first…

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