Handing price objections
If there’s one thing most prospects will want to negotiate on, it’s price. They’ll say things like “It’s too expensive”, or “we can’t afford that”, or “It’s more than we want to pay” or “we don’t have the budget”. Note: they do not always directly ask for a price reduction. They just make a statement. So […]Read more
Negotiation and LIM’s Rule
LIM is a Chinese businessman I got into a conversation with when we were stranded at an airport in Hong Kong due to a heavy snowfall. We got talking about sales and marketing, and LIM was especially interested in talking about negotiating and his strategies. His overriding one was what he calls, and I call LIMs Rule. […]Read more
How to grab a prospect’s attention
According to some recent research I read, the average executive receives at least 247 emails a day. Therefore if you are prospecting for new business, and sending a cold email to introduce yourself and your product or service, even if it does go into the Inbox rather than the Junk / Spam folder, there’s not […]Read more
Do you get price objections?
WHAT’S THE REAL VALUE OF YOUR PRODUCT OR SERVICE TO YOUR PROSPECT? Your prospect has a perceived value of your product or service when you first introduce it to them, and it is up to you to raise that price perception as high as possible, and as quickly as possible. Before I show you how, imagine this […]Read more
Getting more sales referrals – a strategy most salespeople have not heard about, or do not implement.
I doubt anyone would disagree that referrals are often the easiest people to do business with, the most profitable to do business with, and are most likely to also refer you to other prospects. Most sales coaches recommend asking for referrals only when a project has been completed to the customer or client’s complete satisfaction. […]Read more
Focus is everything
Which is why I apologise you have not heard from me for a while. I’ve been working flat out on a new project, and much of the work is now complete, so normal service is resumed. SALESiZONE will be a portal containing just about everything you need to know and implement to become a sales […]Read more
ARE YOU HALLUCINATING?
If you have heard me speak, or read any of my books, you’ll know that I’ve spent many years studying how the human brain works, and how to unleash the power of your mind to help you achieve extraordinary success in your sales career, your business and/or in your personal life. If you find this […]Read more
Forget Sales Targets and Quotas and do this instead…
One of the reasons salespeople fail to make their sales quota or sales target is they are too focused on that quota or target. And that’s wrong. When things are not going as well as they should, it’s easy to get frustrated and demotivated. The focus instead should be on the Sales Process, because when […]Read more
Nothing and everything to do about sales
I found this quite wonderful, as did General Douglas MacArthur. It was written by Samuel Ullman, an American businessman, poet and humanitarian, back in the 1800s … “Youth is not a time of life; it is a state of mind; it is not a matter of rosy cheeks, red lips and supple knees; it is […]Read more
‘Blow Their Socks Off’ customer service
Those of you who have heard me speaking at conferences on the subject of obtaining referrals from existing customers to new customers will have heard me talk about the importance of ‘going the extra mile’ when it comes to delivering excellent customer service. I experience appalling customer service quite frequently and excellent customer service very […]Read more