I cannot put into words how much I dislike the average, sales trainer taught elevator speech. Until recently I couldn’t quite put my finger on the real reason why, I just knew they didn’t work. Should someone approach – or …
I’m Begging You – Ditch that Elevator Speech for Something More Effective Read more »
When salespeople ask to be put on advanced sales training, it’s worth enquiring about their desired outcome. Do they want to advance what they’re already doing or are they trying to become better by changing something fundamental? Other disciplines don’t …
Sales Training – Do You Want Better or Advanced? Read more »
In my experience, sales teams appear to fall into two camps – Battleships and Pirate ships. Battleships are usually (but not always) attached to large corporate affairs, where the marketing department produces most of the presentations and sales material, budgets …
Is Your Company Culture Pirate Ship or Battleship? Read more »
One of the most infuriating things about modern life, is that nobody ever seems to want to help. You must feel it too sometimes. The guy who’s in too much of a rush to let you out of that junction …
What Sales Prospects Need is a Good Night’s Sleep Read more »
Contrary to popular belief, prospects aren’t sitting in darkened rooms trying to invent new, more fiendish objections for you to supply answers to. If a prospect has a real need for your product or service, then what they require is …
The 4 Types of Sales Objection (& how to overcome them) Read more »
Free downloads always go down quite well on these posts – so today I’ve included an absolute cracker. As sales professionals we’re supposed to be fabulous at asking great questions, finding out what customers really want – but unfortunately my …
Questions that Help Prospects Flood You with Useful Information Read more »
You may be aware that in advertising copy the idea of the first line is to get you to read the second. Well, here’s my sales version and if you adopt this mind-set it can have a huge impact on …
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 …
How to “Auto-Magically” Personalise Your Email Campaigns Read more »
“You treat a disease – you win / you lose. You treat a person – I’ll guarantee you’ll win.” Patch Adams (Robin Williams) Two phrases you may have heard me use before; “When a customer walks into a DIY store …
If you gather together a few hard working salespeople who can’t seem to find enough prospects – or a group of entrepreneurs who have just started their own businesses – and ask them the question; “Who are your customers?” There’s usually a fairly substantial group who …