Sales

6 06, 2019

The only thing you can control in sales is…

By |2019-06-06T09:38:31+10:00June 6th, 2019|Practical Tips, Sales, Video, Video Carousel|0 Comments

A speaker in an innovation workshop kept humorously stating he was an overnight success after 15 years of hard slog.  And that more often than not, things take much longer to come [...]

7 05, 2019

The bedrock principle underlying all profitability

By |2019-05-07T10:30:26+10:00May 7th, 2019|Marketing, Practical Tips, Sales, Strategy|0 Comments

Traffic, conversion and economics are the bedrock principles underlying all business profitability. Traffic is the number of prospects you see. Conversion is the percentage of prospects who become clients. Economics is how [...]

4 04, 2019

How to get more high quality referrals

By |2019-04-04T10:51:09+11:00April 4th, 2019|Marketing, Practical Tips, Sales, Video, Video Carousel|0 Comments

Would you like to get more high quality referrals? When coaching professional consultants looking to expand their reach we get them to do two things. Transcript Would you like to [...]

27 03, 2019

Moving from technician to business owner

By |2019-03-20T16:15:24+11:00March 27th, 2019|Marketing, Mindset, Practical Tips, Sales, Strategy|0 Comments

In over 18 years consulting we’ve worked with two broad types of clients.  See which type you fall into. The first are professional consultants who essentially just want to consult.  They’re technicians [...]

22 03, 2019

Are these delusions costing you sales results?

By |2019-03-20T16:39:36+11:00March 22nd, 2019|Mindset, Practical Tips, Sales, Video Carousel|0 Comments

Former US president George W. Bush is infamous for saying, “Fool me once, shame on you; fool me twice, shame on me”. A quote which is very applicable in sales. Having coached [...]

19 03, 2019

Unhappy with your sales team’s results? Do this…

By |2019-03-19T13:48:39+11:00March 19th, 2019|Practical Tips, Sales|0 Comments

Is your sales team actually performing?  Are they making their numbers?  Or do you keep hearing excuses like, “They’ll buy… soon” but it never happens.  Or your people circle round the same [...]

28 12, 2018

This mistake cost them a multi-million dollar deal…

By |2018-12-24T09:23:31+11:00December 28th, 2018|Practical Tips, Sales, Video, Video Carousel|0 Comments

A client lost a multi-million dollar job because they didn’t take our advice. They’d bid for a job with a previous client. The selection panel consisted of five people.  Four had worked [...]

6 12, 2018

How to elicit what your prospects really want!

By |2018-12-06T10:42:32+11:00December 6th, 2018|Practical Tips, Sales, Video, Video Carousel|0 Comments

We buy on emotion and justify our decisions with logic. However, most people when asked what they’re looking for will give you a superficial, logical answer. Your job is peel back the [...]

29 11, 2018

Uncovering your prospect’s buying motivations

By |2018-11-29T10:27:01+11:00November 29th, 2018|Practical Tips, Sales, Video, Video Carousel|0 Comments

If you experience prospects who give you the run-a-round and keep making excuses you haven’t found out their intrinsic motivation for taking action. Let’s look at what’s happening.   Transcript [...]

22 11, 2018

Why you should never start a sales conversation with a pitch!

By |2018-11-22T13:54:27+11:00November 22nd, 2018|Practical Tips, Sales, Video, Video Carousel|0 Comments

Over a 30 year sales career I’ve probably made every mistake in the book. The biggest one is starting a meeting with a pitch. By that I mean going into a spiel [...]

19 11, 2018

Why setting the right sales frames are critical to your success

By |2018-11-19T13:42:18+11:00November 19th, 2018|Mindset, Practical Tips, Sales|0 Comments

Did you know that most sales are won or lost at the unconscious level?  Often before you as the salesperson even walk in the door. I know, that sounds way out there, [...]

15 11, 2018

Why “your intent” in critical in sales

By |2018-11-15T17:10:34+11:00November 15th, 2018|Mindset, Practical Tips, Sales, Video Carousel|0 Comments

In a sales career spanning 30 years I have found the most important predictor of success is your intent going into a sales meeting and the frames you set with your prospect [...]

29 10, 2018

How do you respond to “dumb” questions?

By |2018-10-29T12:16:58+11:00October 29th, 2018|Marketing, Practical Tips, Sales|0 Comments

Great teachers instil in their pupils that there’s no such thing as a dumb question.  And that if you’re wondering, so probably are others.  They’re just not raising their hands.  Most likely [...]

24 10, 2018

Stop “vomiting” on your prospects

By |2018-11-02T14:45:36+11:00October 24th, 2018|Practical Tips, Sales, Video, Video Carousel|0 Comments

Why is it that most salespeople automatically go into "pitch mode"?  Insisting on telling us all about their wonderful product or service without finding out what's important to us? Take Jim.  He's [...]

5 10, 2018

Why ignoring personal agendas will cost you sales

By |2018-10-09T09:15:09+11:00October 5th, 2018|Practical Tips, Sales, Video, Video Carousel|0 Comments

Having had a corporate and business sales career spanning 30 years I’ve come to an inescapable conclusion. Something that if you don’t take into account and handle, will cost you dearly. That [...]

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. [...]