Actually let me turn that question round; How much would you sell me a brand new £20 note for? I’m not going crazy – hear me out – this might be one of the most important nuggets of sales sense …
On a fairly regular basis, sales managers and business owners tell me that what they really need is a sales team that’s much more entrepreneurial – they desperately want their salespeople to show a little more initiative towards their problems and opportunities. One …
Why Don’t Sales People Show a Little More Initiative? Read more »
If you are anonymously trying to reach your customers on mass with the wonders of e-mail and mailing lists, do me a favour and leave me out. I know you’re only doing your best; you’ve just been thrown into an …
It’s been my experience, that most Sales People fall into 3 distinct categories. Can’t afford to lose them Can’t afford to keep them Can’t afford to leave 1. Can’t Afford to Lose Them There are certain individuals who deliver so …
All Sales People Fall Into 1 of these 3 Categories Read more »
There was once a man who had three sons and 17 camels. On his death bed he split his 17 camels between his boys; Half to his eldest, One third to his middle son and One ninth to the youngest. …
Salesman Bob has just renewed his membership at the “Sales Gym” for the New Year. He’s decided that he wants to get himself ready for the testing times ahead – healthy, wealthy and thinking like a champion. All the members …
When it comes to sales prospecting, I’m regularly asked to coach teams who have fallen into the lazy habit of rattling off a few of the lines below; so this week I’m going to share with you the download I’d …
Sales Prospecting: Do or Do Not – There is No Try Read more »
I received quite a lot of feedback and comments with regards to my last post – These People Will Never Be Your Customers – telling me how I was wrong to use the word “never”, and that only failures wouldn’t try …
Stop Trying to Sell to THAT Customer (and Help THIS One Instead) Read more »
There’s a secret to sales success – which, if you’re already doing it on a regular basis, won’t be that much of a big surprise – but that’s probably only around 5% of all the salespeople out there – so …
During the first morning of our training workshops a large percentage of delegates regularly remark; “I just want to get better at closing – that’s all I really need. If I could close more sales, everything else would fall into …
How to Bridge the Commitment Gap and Close More Deals Read more »