I get a lot of telemarketing calls from extremely pushy salespeople. The more I politely tell them I’m not interested, the more aggressive they get, simply not taking no for an answer. [...]
If a real prospect came across your website could they immediately figure out what you are about? Dig deeper, contact you? Or will they simply bounce away? Or... You’re at a networking [...]
To be an effective salesperson you must take the lead. Your job is to provide the framework and structure, the prospect provides the content (what’s going on in their world). While rapport [...]
Sell high value B2B products or services? You have to figure out 3 things precisely. Who has the most to gain or lose? In terms of both the organisation and themselves personally. [...]
Meet Carl. He's a wonderful relationship builder who enjoys talking to prospects and clients. People are always willing to chew the fat with him and enjoy his calls. Carl’s great when it [...]
Ever met a salesperson who could “sell ice to Eskimos” or “sell sand to a Bedouin?”. Someone who just appears to be a born salesman? Who seemingly and effortlessly closes lots of [...]
Ultimately, the only way an organisation can grow is by increasing sales. While marketing’s job is to bring prospects to your door, educate and build up trust, if you’re selling high value [...]
All great communicators share one trait. They instinctively communicate in the preferred style(s) of the audience, be they visual, auditory, and kinaesthetic. Over the last couple of articles we’ve written how people [...]
Meet John. Tall, solidly built, he speaks slowly in a low gravelly voice. Over the years I’ve never known him to make quick decisions, always preferring to mull things over slowly and [...]
Did you know that we mentally process information at the rate we speak? And that this is related to whether we primarily think in pictures, words or feelings? Fast speakers like Gary [...]
Ever been frustrated that someone just “didn’t get” what you were trying to explain? Or vice versa? You’re both speaking the same language. But it’s like those old movies where the British [...]
Here’s a quick quiz. See which one of these four behavioural descriptions you MOST vibe with. You want to know “why?” Why should I do this? Why is this relevant to me? [...]
Do some of your prospects procrastinate? They say they want to sign up, but something always seems to come in the way? If so, this is likely to be happening. They’re not [...]
Imagine two consultants. Both extremely knowledgeable about their topic. One charges $10,000 a day and is fully booked, the other gives away information just for the asking. Which one would you want [...]
I was recently reminded of a valuable sales lesson I learned many years ago. One that’s kept me in good stead. Back then I was being interviewed for a job as an [...]
We all fear rejection. It’s painful. So most of us would do anything to avoid it. But this fear also stops us from being as successful as we could be. Especially if [...]
You’re sitting in front of a hot prospect. Everything appears to have gone swimmingly well. You’re counting your chickens thinking the money’s in the bank. Then all of a sudden the prospect [...]
“You charge how much?” The minute I heard the words, I knew I’d blown it. I hadn’t followed my own system, one I’ve taught to hundreds of business owners, who by using [...]
Early in my career I learned a harsh lesson.I was in corporate IT sales and uncovered a burning issue for a prospect. He needed a quick solution and asked me to create [...]
There is a fundamental axiom in selling. Who calls whom is very important.A prospect who calls you after researching you and your solutions is TWICE as likely to buy than someone you [...]
How things have changed. When I started my sales career in the early 90’s you were given a bunch of target accounts and told, “Go prospect”. And when you eventually found someone [...]
This had to be one of the strangest sales experiences I’ve had. Barbara and I were walking back to our car in a major shopping centre when we were accosted by a [...]
One of the greatest impediments to a sale is client inertia. “Yes, I can see the value, and I’ll get around to it… sometime.” But unless you give your prospects a reason [...]
Do you employ “technical” sales people. i.e. People who understand the complex technology they sell and can therefore relate to end clients on a technical level. Often wonderful relationship builders, they enjoy [...]
Ever read a study that says the “best time” to contact a prospect is a particular day and time? Missives that tell you not to call, send emails or post to social [...]
Small children are masterful salespeople. “Daddy, I want an ice cream”. “No”. “I want an ice cream”. “No”. They’ll ask. And ask. And ask. More and more insistently until the parent either [...]
All truly great salespeople do two things exceptionally well. The first is they completely focus on you. On your needs, not their need to get a sale at any cost. The second [...]
Selling complex B2B solutions? The sales game has irrevocably changed. Customers are now researching solutions and can be 57% to 65% of the way through a decision process before contacting a vendor. [...]
No matter whether you provide professional services, are a tradesperson or manufacturer of fridges, you have to answer one question. “Why would I buy from you over your competition?” The short answer [...]
You’re sitting in front of a hot prospect. Everything appears to have gone swimmingly well. You’re counting your chickens thinking the money’s in the bank. Then all of a sudden the prospect [...]
The Divinyls might have thought “There’s a fine line between pleasure and pain”, but when it comes to selling, there’s a stark difference when it comes to motivating prospects to take action. [...]
Early in my corporate sales career I frustrated the heck out of many of my prospects. We’d have meeting after meeting. I’d find out all about them, what their issues were. Where [...]
“Great to hear from you! Thank you for calling.” Words you’ll never hear if you’re addicted to social media and limit all your communication to short 140 character messages and Facebook posts. [...]
One of the greatest predictors of sales success is how relentless you are at following up. And one of the best at it is the Guide Dogs Association. Funded entirely through public [...]
Possibly the worst question you can ask a prospect is “Where do you want to go from here?” You’ve spent time working out what they want, what they need, what their goals [...]
It’s an inanimate object, made of plastic, and sits on your desk. And it’s amazing how much fear it can generate. What is it? The phone! Which is ironic because the phone [...]
A lot of our work involves fixing an organisation’s marketing and sales processes so they stop wasting time and resources on the wrong prospects while converting the right ones into more profitable [...]
Would you like to have as much referral business as you can handle? Would you like to go to sleep at night knowing that the chances are good that you’ll have new [...]
What do Coca Cola, Kellogg’s, BMW, Johnson & Johnson, FedEx, Disney and MacDonald’s have in common? They all feature in the top 20 most trusted brands, worldwide. Consumers buy from them because [...]
Ever had a case of “buyer’s remorse”? You got caught up in the heat of the moment, the sales pitch, felt you really wanted it and bought. Could have been a few [...]
