Video

I believe one of the most important attributes we can have is empathy and compassion. Especially in sales dealing with prospective clients. We all want to feel accepted and understood. Your ability [...]

What do you believe makes a really effective salesperson?  On a continuum, is it someone with deep product knowledge at one end or someone with the gift of the gab [...]

One of the biggest traps in B2B sales is not taking into account the personal agendas of every stakeholder involved in the decision. We’re all driven by WIIFM what’s in [...]

Ever had a salesperson obviously lose interest if they believe you’re not ready to buy?  That’s incredibly short term thinking on their part as your prospect may never come back. [...]

I’m sure you’ve heard of the “Golden Rule”  Treat people the way you want to be treated. It’s a great rule for life in general, but in my opinion it’s not the [...]

Sales is the lifeblood of business.  Your goal as a leader is to take charge, Lead Your Business to maximise sales revenue while reducing the time it takes for prospects [...]

Ever met a truly great persuader?  The quintessential, “Could sell ice to Eskimos”. They all tell stories knowing we primarily make emotionally based buying decisions. They take you on a [...]

Does bedside manner matter in sales? This might seem like a question more suited to your doctor, so bear with me. In any sales situation there is natural tension between [...]

Let’s talk about the elephant in every sales situation. It’s something felt by every one of us to some degree.  And if which if left unaddressed can kill the sale. [...]

  I’ve been thinking a lot about the natural tension between buyers and sellers. Buyers are worried about and thinking “What problems can you solve for me?  What’s unique about [...]

Have you ever been talked out of a sale?  Or even worse talked a prospect out  of one? This story was related by a colleague, whom we’ll call Fred. He [...]

    Do you intimately understand the problems your clients actually care about?  The ones they would happily pay money to solve and make the required effort to do so. [...]

I’m sure you’ve heard the cliché “No one wants a Drill.  What they want is a hole”.  But really, who the heck wants a hole for the sake of it?  [...]

To chase or not to chase, that is the question! As a young man trying to attract interest from the opposite sex, I made a lot of mistakes.  The biggest [...]

  What do you do when a prospect calls you out of the blue and one of the first things they ask you about is what you can do for [...]

Have you ever sent a proposal only to never hear from the prospect ever again?  Crickets.  Your prospect ghosts you. If so, listen up. Let me paint a common picture [...]

Commercially smart business owners understand the concept of leverage and the 80/20 rule.  Concentrating 20% of your effort to give you 80% of your results. In sales this translates to [...]

In sales I’m sure you realise the importance of qualification.  Whether a prospect has a need or not. Which starts with prospecting, a number’s game.  You have to sift through [...]

There are very few professional consultants who like cold calling.  In fact, I’d say 99.9 percent hate it and would do anything to avoid it. But the reality is unless [...]

Are you familiar with the drama triangle?  It’s a social model of human interaction developed by Stephen Karpman in 1968. And it has a lot of applicability in sales situations.  [...]

What do you do when a prospect expresses interest in your product or service?  How do you handle the conversation?  Could you be inadvertently be making two major mistakes which [...]