Don’t just ask for referrals – give them too
‘Give and thou shalt receive’ is a quote from the bible. A more up to date quotation is ‘what goes around comes around’. Most sales coaches will recommend you ask for referrals. But so few people advise you to give referrals. Yet it’s a guaranteed way to get more referrals, and I’m not talking about just […]Read more
Texting, emailing and messaging could be losing you business…
We’ve all seen it; people hunched over their cellphones or tablets, emailing, texting, messaging, or reading those sent to them, and oblivious to almost everything around them. They do it on public transport, in their homes or offices, and often they are involved in these activities whilst meeting with and even in conversation with […]Read more
ARE YOU A SALES MANAGER? IF SO, WHAT ARE YOU MANAGING?
One of the many problems many sales managers I coach face is they’re often not managing what’s important. They are often just managing entries in their companies management accounts, and usually sales, or lack of them. They’re managing their team’s CRM, sales reports and claimed sales activity. They are trying, often unsuccessfully, to estimate accurately […]Read more
How to save a lot of money on almost any major purchase
One of the many things I taught my children was that whenever they were given a price for any substantial purchase, they should always say ‘HOW MUCH!’ and sound and look really horrified at the price. In most cases, the seller comes back with a much-reduced price. Just try it and see for yourself. It […]Read more
Punctuality is the thief of time – but it does not have to be!
‘Punctuality is the thief of time’ is a famous quote by Oscar Wilde, who in fact was always deliberately late for an appointment. The full quote was: “I am always late on principle, my principle being that punctuality is the thief of time.” But most people in sales dislike being late, at all costs. As […]Read more
Are you a smart ass salesperson?
Nobody likes a smart ass. And especially a slick, smart ass salesperson. You may not think you are coming across as a slick smart ass, but it’s so easy to appear so, and for you to be misinterpreted. For example: A prospect has a concern and one you have heard so many times before, and […]Read more
3 things all sales champions do…
Albert Einstein is one of the most inspiring people I know, and one of his most memorable and most repeated quotes is this: ‘The definition of insanity is to carry on doing things the way you’ve always done them and expect different results.’ Relating to this, here are three things all very successful people do: […]Read more
A lesson in handling incoming enquiries
Several days ago I emailed a prestigious UK magazine enquiring about the costs and booking procedure for an advertisement I was considering placing with them when we launch iZONEN in March 2018. This magazine is focused entirely on and for the sales profession, but for various reasons, I will not name it. Three days later I had […]Read more
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