Sales is challenging enough without us making it harder for ourselves, and yet every time I train I encounter salespeople who are missing the most important point – and earning themselves a hard time in the process. It stems from a ...
WIN BY MAKING PEOPLE FEEL IMPORTANT
It continues to amaze me that with all of the information and training available to companies and sales people, they continue to believe that sales is still about getting in front of people and ...
“What is my real purpose?”
If you think back to your first memories chances are they weren’t filled with worrying about bills, making a sale or future office politics. In my case, I remember being no more than five and climbing a ...
Let's talk about the Blame Game.
I recently witnessed two people blame each other for their low sales numbers. Not only did I witness this conversation, but because it was on Facebook, where they had an audience. Even worse, their ...
Looking for a quick fix to your challenges?
Got your attention….good. I was looking through a magazine recently and was amazed at all the miracle “claims”. Lose weight and get a six-pack in 4 weeks, just strap on a tummy “massager” ...
I was watching a movie recently showing a teacher, explaining to her young students the notion of “don’t talk to strangers”.
It got me thinking how we (well most of us) in sales do the complete opposite every day, we talk to ...
Successful salespeople recognize themselves as salespeople
You can’t be successful in sales unless you completely accept that you’re a salesperson. If you’re in any doubt about it at all, or you have any sense of resistance to that ...
The words you choose have a massive impact!
In sales, the words you use have a massive impact on the level of your success. In 2010, a project conducted by researchers from Harvard University and Google estimated that there are a ...
It’s probably never been great etiquette to speak about ‘killing’ customers beyond the walls of investment banking firms prior to the last financial crash, but wild creatures offer so much scope for comparison to salespeople that I ...
Presentations suck
I don’t even remember the last time I took a laptop into a sales meeting, but it has been years and years. There was a time when I would roll out a presentation as soon as I sat in front of a prospect, but once I ...
Building lifetime relationships with your clients
The most successful companies place great value on developing lifetime relationships with their customers. In today’s competitive marketplace, they are aware that their customers are ...
How do I gain a full hour every day?
Time is the most scarce resource for any salesperson but there are all sorts of little pockets of unused time at your disposal every day that you probably don't ever notice. Sitting and waiting ...
