HOW TO GET AS MANY SALES REFERRALS AS YOU CAN HANDLE…
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 […]Read more
Call the staller’s bluff…
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 […]Read more
Does this happen to you?
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 […]Read more
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
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
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
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
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