Sales

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. [...]

20 07, 2018

What selling really is all about….

By |2019-03-11T14:58:33+11:00July 20th, 2018|Mindset, Practical Tips, Sales, Video, Video Carousel|0 Comments

Let’s talk about a common issue faced by many professional consultants. A fear of selling. Maybe even an absolute dislike or hatred. You think selling is manipulative. That you have to convince [...]

10 07, 2018

This is what distinguishes you from your competition

By |2018-07-10T07:40:33+10:00July 10th, 2018|Marketing, Practical Tips, Sales|0 Comments

Look around you.  Unless you have a completely unique product or service (highly unlikely), you’ll have myriad competitors. So what distinguishes you from all of them? The answer is YOU! No matter [...]

15 06, 2018

Why “executive rapport” matters in sales

By |2018-06-15T13:44:57+10:00June 15th, 2018|Practical Tips, Sales, Video, Video Carousel|0 Comments

Over 20 years I've coached hundreds of salespeople. Most could effectively deal prospects in their own peer level. But only a few could take it up to senior management and be treated [...]

31 05, 2018

Are salespeople born or made? The answer may surprise you

By |2018-05-31T16:05:24+10:00May 31st, 2018|Practical Tips, Sales, Video, Video Carousel|0 Comments

What I’m going to say now may well surprise you. And your initial thought might be, that can’t be right. But hear me out. Having worked in corporate and small business sales [...]

22 05, 2018

How we fool ourselves… 4 mistakes salespeople make

By |2018-05-22T11:35:41+10:00May 22nd, 2018|Mindset, Practical Tips, Sales|0 Comments

George W. Bush famously butchered the quote:  “Fool me once, shame on you; fool me twice, shame on me”. That said, it’s surprising how often we fool ourselves in business, whether we [...]

5 04, 2018

How to start a sales conversation with a high value prospect

By |2018-11-02T15:07:36+11:00April 5th, 2018|Practical Tips, Sales, Video, Video Carousel|0 Comments

Steven Covey popularised the phrase, start with the end in mind. Something that’s especially important when sitting down with a prospect for the first time. Today we’ll go over how to start [...]

15 02, 2018

How can you differentiate yourself in a commoditised market?

By |2018-02-16T09:42:47+11:00February 15th, 2018|Practical Tips, Sales|0 Comments

Received this from Madison Liston from Sleepy’s The Mattress Experts.  It’s a great example of selling the result not the process. “In the mattress industry products are all fairly similar with slight [...]

12 12, 2017

Does the prospect of “selling” make you feel ill?

By |2017-12-12T11:32:08+11:00December 12th, 2017|New Book - Sales, Practical Tips, Sales|0 Comments

“The prospect of me selling is making me feel ill!”  It’s surprising how often I hear this in different forms. Selling! It’s such a loaded word. And it’s surprising how many people [...]

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 [...]

23 10, 2017

Want to attract more clients? Talk about their […] not your [….]

By |2017-11-08T11:53:16+11:00October 23rd, 2017|Book - Marketing, Marketing, Practical Tips, Sales|1 Comment

Google gets searched over 5.5 Billion times per day!  And every search is typed in by a person with an itch they want to scratch.  i.e. They have a problem they want [...]

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 [...]