Book – Sales

13 08, 2018

Please stop making this sales mistake… NOW!

By |2018-08-13T12:08:17+10:00August 13th, 2018|Book - Sales, Practical Tips, Sales|0 Comments

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. [...]

14 11, 2017

How to stop your prospects’ eyes glazing over

By |2017-11-14T11:45:11+11:00November 14th, 2017|Book - Sales, Marketing, Practical Tips, Sales|0 Comments

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 [...]

26 09, 2017

Pleasers versus Advisors – Improving conversions – Part 3

By |2017-11-09T09:38:17+11:00September 26th, 2017|Book - Sales, Practical Tips, Sales|0 Comments

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 [...]

18 09, 2017

Sales sprinter or Marathon Runner? Improving conversions Part 2

By |2017-11-09T09:38:28+11:00September 18th, 2017|Book - Sales, Practical Tips, Sales|0 Comments

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 [...]

11 09, 2017

How to increase sales conversions – Part 1

By |2017-11-09T09:38:37+11:00September 11th, 2017|Book - Sales, Practical Tips, Sales|0 Comments

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 [...]

26 07, 2017

The 4 quadrant model ALL successful persuaders use

By |2020-02-03T09:13:23+11:00July 26th, 2017|Book - Sales, Marketing, Practical Tips, Sales|0 Comments

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? [...]

10 05, 2016

Want to sell more? Master these three things.

By |2017-11-09T16:57:20+11:00May 10th, 2016|Book - Sales, Marketing, Practical Tips|0 Comments

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 [...]

26 04, 2016

Why ‘technical’ sales people often fail

By |2017-11-09T16:57:11+11:00April 26th, 2016|Book - Sales, Marketing, Practical Tips, Sales|0 Comments

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 [...]

10 08, 2015

Two powerful questions all successful salespeople ask

By |2017-11-09T13:43:52+11:00August 10th, 2015|Book - Sales, Practical Tips, Sales|0 Comments

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 [...]