Planning & Mindset

What Is A Sales Funnel And What Are The Main Stages?

What is a sales funnel? In a nutshell a sales funnel are the stages that a prospective new customer needs to progress through in order to become one of your customers. I have seen some very complex funnels over the…

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How To Achieve A Healthy Sales Mindset

We often get salespeople on our programs discussing the most important aspect of sales, and many consider the sales processes that they follow as the most important aspects that will keep the sales and commissions rolling in. However, we always…

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How To Change The Way You Think About Failure In Sales

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…

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What Is An Emotional Selling Proposition & Is It Better Than A Unique Selling Proposition?

Emotional Selling Proposition – have you got one? We all know that sales are based mostly on emotion and the decision is backed up with logic. That’s the law of the salesperson! So, do we often come up with emotional…

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When Was The Last Time You Changed Your Sales Process?

Sales is a complicated, never-ending process of building relationships with prospects, building trust, answering questions, and moving the whole procedure through to the commitment stage. Your sales process is the formula that keeps you ahead of the game and allows…

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5 Components Of A Successful Salesperson’s Belief System

What is a belief system? Wiki would have it described as a mental representation of an attitude oriented toward the likelihood of something being true. I like that concept, because it identifies a model that supports the way someone likes…

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How To Set Big, Hairy A**** Sales Goals

We’re always told to think big, aim high and challenge ourselves. It can give us motivation and drive to go where we might not have thought we could and achieve things we might not have thought possible. How can we…

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4 Future Needs Of Customers That Will Drive Your Business Processes

There are many forecasts of how the future will affect our businesses and each one of these reports has a slightly different perspective on the effects it will have, depending on your industry. What we need is a rule of…

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The 2 Words That Can Eliminate Indecision In Your Prospect

What’s the most frustrating barrier that you come up against when you are trying to get the buyer to commit to your solution? If you’re like most people, you probably answered something like ‘indecision on the part of the prospect’….

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What To Do To Make Yourself OUTSTANDING!

We had a call from a company recently, trying to sell us business insurance. They had cold-called our support team and wanted to know if we already had business insurance for various aspects of our company. We said we had,…

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How To Map Out Your Buyer’s Journey Pre & Post-Sale

Here’s a question to get you thinking: What do you need to do today, tomorrow and next week that would have the biggest impact on your business growth? It’s a far-reaching question that determines how and where you should be…

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Why ‘Saying’ And ‘Being Believed’ Are Two Different Things

When I was growing up, my uncle had some ideas that, in this modern world, would seem laughable. Yet, in those days, we had no social media and a mobile phone was a brick attached to a 16lb battery! Yes,…

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