One question I am asked frequently during my Sales Master Classes is ‘should I reconfirm an appointment the day before or on the morning of the appointment if there is time to do so before setting out?’ If you have already confirmed the appointment when you first made it, either [...]
I would never advocate or condone any form of dishonesty in selling, but the following story did make me laugh very much when I first heard it and the success of the sales technique was, in fairness, partly due to the customer’s dishonesty as well as the salesperson’s. Macys is [...]
I was recently asked by my Swedish Publishers – Soderpalm Publishing, to write an article for a book which was published to raise funds for charity. It is titled ‘Why it’s important to have fun at work’ It’s in my usual ‘slightly off the wall’ style of writing and I [...]
You have probably been told you have to have an effective elevator pitch, so you have honed yours to perfection. You have practised delivering it in front of the mirror, with your colleagues, with your partner and you are word perfect. You have just arrived at your next networking event. [...]
My new book titled ‘Winning Sales Referrals – How To Win All The Sales You Could Ever Want, Just From Referrals’ was released by my Swedish publishers in September 2011 and rapidly became a best seller in Sweden. The UK edition is due to be released within the next few [...]
Many years ago, when I was working full time in sales, I was driving past a large office block which had the name ‘Rogers & Associates – Accountants’ on the face of the building in large letters. At the time, I was selling accounting systems for accountants and their clients [...]
I believe that one of the biggest mistakes most people make in their search for ‘success’ (and there are several others too), is to be focused on achieving what they want to achieve. It is my belief that you will only ever achieve success in any meaningful measure by helping [...]
When the going gets tough in sales – the tough get going! You don’t have to be a genius to figure out that, in the current economic climate, business might be getting a little tough for some companies. For many of you, this may be the toughest economic climate you [...]
So it IS true… ‘Got To Make A Big Decision? Just Trust Your Basic Instinct’ That was the title of a news article which appeared in today’s newspapers. It went on to say: Instinct may be more reliable than the conscious brain at making decisions, says Ken Paller, a psychologist [...]
One of the questions I am frequently asked by Sales Managers and Sales Directors is ‘why is it that when my salespeople reach their sales targets, they slacken off or sometimes even stop working altogether?’ If you are a sales manager or sales director, maybe you have noticed this phenomenon [...]
