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Thomas Edison was an American inventor and businessman who has been described as America’s greatest inventor. Although he patented nearly 1,100 ideas, many people remember him for the invention of the long-lasting and practical electric light bulb. So many experiments went into developing the first the carbon and then platinum and finally back to carbon filaments that many wondered if…
When we talk to buyers, we often ask what inspires them to remain loyal to suppliers. Many suppliers actually think it’s good value, cheap prices and quality products. But the answers we get often prove that those things only get you to first base. They get you onto the playing field and are the basics that will only get the…
Customers often judge us by the quality of the back-up service we offer. If everything goes well before we actually start working with them, they may see fit to buy our products and services. The proof of the pudding will be after the deal is done. If the back-up isn’t there, we may as well say goodbye immediately to this…
One of my consultants was carrying out a ‘discovery’ session with a sales team recently, to discuss what areas they find most challenging when it comes to selling their products. One gentleman stood up at the start of the session and said, ‘I’ve been selling for over 30 years…what can you teach me?!’ My consultant simply asked him if he…
LinkedIn is rapidly approaching 600 million users. With that kind of exposure, sales consultants are missing out big time if they aren’t using the medium effectively. InsideSales.com shows that 80% of B2B leads come from LinkedIn vs. 13% on Twitter & 7% on Facebook. It’s a simple no-brainer. Demandwave.com states in one of its research papers that, of a group…
Branding is a key component in determining your success in sales and marketing. You may not think that, as a salesperson, your input to how your brand is perceived or recognised should be a priority; isn’t the experience the customer has with your product and service more important than the reputation of the brand? Well, in a way, yes, but…
It may sound strange, but there will be people you know you can help who will refuse to meet with you! How dare they! Don’t they know you have their holy grail, the answer to their prayers, the very thing they have been looking for? Of course, the world doesn’t work that way, and there will be prospects and customers…
We often encounter prospects who are comfortable. By that, I mean they are happy with their current situation and don’t want, or need, to change their perspective. In these situations, salespeople often find it difficult to progress the conversation. They see the obstacle of ‘the comfort zone’ as being a major obstacle in working with the potential buyer. It also…
How many times have you made a presentation and afterwards thought ‘that was so boring, even I wouldn’t have bought my product!’ There are many occasions where we have presented a solution and it’s not created any connection with the prospect. How, then, can we build a great presentation and really connect with the prospect? First, lets see what we…
In sales, a lot can depend on the outcome and results of our efforts. If we succeed or progress with the sale, we tend to increase our motivation, improve our self-esteem and build our credibility. If we lose a sale or don’t progress, it tends to have the opposite effect. Much of our motivation is dependent upon extrinsic or external…
