Do you forget people’s names?
Here’s the fix… The thing that most people love to hear most of all when being spoken with is the sound of their own name. Yet it can be so very easy to forget it within seconds of being introduced. I recently completed a two-question survey with a group of approximately 350 attendees at a sales conference at […]Read more
How To Unblock Your Sales Pipeline & Make More Sales – Fast
I received a call from one of my clients who retains me as a coach. He sells a service which commands a high five to six figure annual fee and informed me that he had fifteen potential clients in his pipeline and needed to close some of them fast to maintain his cash flow. He […]Read more
Closing sales on the ‘hello’…
I’ll start by saying that I ‘m the greatest believer in preparing for every sales call. The higher the potential value of the sale, the more I prepare. With a potentially very high value sale, I may call my team in, explain the situation and practice the sales call with them. I ask them to […]Read more
Save your day from being a sales disaster
Many years of experience working with salespeople has taught me that what they do in the first 30 minutes of every day, sets the pace for what they will do and achieve during the rest of the day. Truly successful salespeople people know what they aim to accomplish every day, have planned how to achieve […]Read more
Getting more sales referrals
Getting more sales referrals – strategies 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 […]Read more
Do you tell lies? Are you sure?
There is no question that salespeople do not have the best of reputations. Most prospects think that salespeople often fail to tell the truth, the whole truth and nothing but the truth. The reasons I was so successful in sales were: One: I always acted with total honesty and integrity Two: I never sold anything to […]Read more
Are you sitting on the fence?
Are you sitting on the fence – finding it difficult to make a decision? Here’s how I do it – and get off the fence fast, because nothing ever happens whilst I am sitting there. A simple 3 stage process … 1. I write down the best thing/s that can happen if I do it. 2. […]Read more
15 Reasons Why You MAY NOT Need An Executive Coach
Many of the world’s greatest achievers in business, sport and other endeavours work with a coach. Without them, they say they would never have achieved so much. But here are… 15 REASONS WHY YOU MAY NOT NEED AN EXECUTIVE COACH 1. You alone are more than capable of developing your plans for success based on your […]Read more
Do NOT set any goals for 2017…
unless you plan to work harder and possibly smarter than you have ever worked before. And not unless you are prepared to dedicate the time, make the sacrifices, pick yourself up and overcome the obstacles that will inevitably get in your way, and experience and learn from the inevitable failures you will experience on your […]Read more
How to recruit only top salespeople – because the rest are not worth hiring.
Most sales directors, sales managers and relevant HR personnel will tell you that recruiting top salespeople is a challenge, not least of all because many salespeople who put themselves forward as being in the ‘top salespeople division’ simply cannot sell. Consider the following: According to OMG (Objective Management Group), amongst the world’s most respected companies […]Read more