That dreaded moment…
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 [...]
31
03, 2015
24
03, 2015
Why pain is your friend in sales
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. [...]
14
01, 2015
The worst question you can ask!
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 [...]
18
11, 2014
How to write winning proposals
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 [...]
4
06, 2013
A big assumption – a big mistake!
In selling, one of the biggest mistakes you can make is assuming you know what your clients will find valuable and be willing to pay for. Just because you wouldn’t pay for [...]