Sometimes we can all use a friendly reminder to keep us from backsliding into old ways of thinking about selling that lead us down the wrong path with potential clients. In this two part article we are going to look at how a new approach to your thinking will yield big results. I was inspired …
You either love them or hate them, but for most of us, training courses are a normal part of our working life and for companies they represent a significant investment of time and money. So why is it that, whilst most companies are quick to send their employees on courses to improve their skills, few …
In the first part of this article, we looked at some of the key differences between the Traditional and New Sales Mindsets. In part two of this article, I will show you how to apply the New Sales Mindset to your own sales process for instant results. So let’s take a closer look at these and …
Story telling isn’t just for kids; it forms a highly effective method to any sales presentation. What’s more you don’t need to be J K Rawlings to start to employ this simple technique, to get you closing more business fast. So just why is story telling so effective? Story telling lays at the centre of man’s evolution. Even …
Ok let’s get this clear. Salesmen (or women) do not beg! But many 80% of so called persons who say they are in sales do! In the 30 + years gone I was taught by the best, the guys who basically taught me how to close. Part of my pitch as I knocked on doors …
Why does the word manipulator have to most people a negative response? What does the word mean to you? Controlling? Abusive? Not a nice person! Manipulator – the meaning shown in the various dictionaries are using the above words. Also “to gain an advantage etc” Of course this brings us to another question… Who decided …
So let me ask you – Why is it that the best salesmen are also the best listeners? Over the thirty + years of my sales career it took me a very long time to recognise when pitching the so obvious thought of “what do you think the prospect is thinking now?” Too many salespersons dwell on what …
Let’s get straight to the point here…….. Some of us are comfortable with making decisions in our lives and some of us will pack up our bags and leave town to avoid making them. So after watching one of my friends take two weeks to make a decision, that most people would make in a …
Preparation the night before Let’s get real. Salespersons normally are able to have a good time. To be a salesperson gives you the opportunity to make a lot of money. Good money from a young age when most entrepreneurial salespersons start means a form of freedom that can take a lot to control (ask some premier league …
Sadly, sometimes our own beliefs limit our view of the world and get in the way of us making progress in our lives. It becomes the boulder holding us back. What’s more, the very automatic and sub conscious nature of how our self beliefs operate, mean that sometimes, we are the blindest to how they …