Posted on August.04.2018 by Bruce King

I’ve taught this strategy to many thousands of salespeople and, without exception, it’s worked for everyone who put this into practice. Here’s what you do. Set aside half to three quarters of an hour every day, preferably first thing in the morning, and have a client or customer list to hand so you don’t have […]

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Call the staller’s bluff…

Posted on July.27.2018 by Bruce King

CALL THE STALLER’S BLUFF! How many times have you given a prospect a quote, submitted a proposal, agreed the next steps in the sales process, and then they go quiet on you? Your follow up calls or emails do not get responded to. Any conversations you manage to have are very brief, and just further […]

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Does this happen to you?

Posted on July.13.2018 by Bruce King

It is a frequent challenge salespeople, and indeed anyone who is partially or fully responsible for generating new business has to face: PROSPECTS SAY ‘NO’ TO THEIR APPROACHES OR PROPOSALS That’s sales for you! And there could be so many explanations / reasons this is happening to you and which you may need to work […]

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Don’t just ask for referrals – give them too

Posted on April.01.2018 by Bruce King

‘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 […]

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Punctuality is the thief of time – but it does not have to be!

Posted on February.04.2018 by Bruce King

‘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 […]

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Handing price objections

Posted on November.12.2017 by Bruce King

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 […]

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Negotiation and LIM’s Rule

Posted on October.15.2017 by Bruce King

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. […]

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Do you get price objections?

Posted on October.01.2017 by Bruce King

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 […]

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Getting more sales referrals – a strategy most salespeople have not heard about, or do not implement.

Posted on September.27.2017 by Bruce King

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. […]

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Forget Sales Targets and Quotas and do this instead…

Posted on July.13.2017 by Bruce King

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 […]

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