Salesperson or Facilitator?
How things have changed. When I started my sales career in the early 90’s you were given a bunch of target accounts and told, “Go prospect”. And when you eventually found someone [...]
13
06, 2016
31
05, 2016
Are you a plastic cut-out?
Barbara and I had a major epiphany today. I’d asked Barbara to critique a website. “They’re just words. Blah, blah, blah. I understand the words but there’s no impact. I have no [...]
24
05, 2016
Have you experienced this classic sales mistake?
This had to be one of the strangest sales experiences I’ve had. Barbara and I were walking back to our car in a major shopping centre when we were accosted by a [...]
17
05, 2016
The “Vomit Principle” in Marketing and why it will ensure your success
The biggest mistake advertisers make is they get sick of their own advertising. So they either pull it or change it. Most often before it has time to get traction with their [...]
10
05, 2016
Want to sell more? Master these three things.
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
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 [...]
11
04, 2016
Want more high value clients? Do this…
I’m sure you’re familiar with the saying, “Jack of all trades and master of none”. What you may not realise is the profound implications this has on your capacity to earn money. [...]
8
03, 2016
And the bearded lady wins!
When I was growing up the only “bearded ladies” were in circuses. And frankly, they were there for their “freak” value. So who’d have thought that last year’s Eurovision Winner could be [...]
1
03, 2016
When conventional wisdom isn’t useful!
Ever read a study that says the “best time” to contact a prospect is a particular day and time? Missives that tell you not to call, send emails or post to social [...]
26
01, 2016
Marry me?
“Ta Dah, Bing, Cuckoo”. Being bombarded with often hundreds of messages a day it’s no wonder it’s almost impossible for you to get your message opened and read by your prospects. Unless… [...]
18
01, 2016
Fish where the money is…
Fish where the money is… Infamous American bank robber Willie Sutton when asked why he robbed banks quipped, “That’s where the money is”. So what’s the difference if you’re looking for clients? [...]
29
12, 2015
What’s Star Wars got to do with it?
Star Wars has just broken the one billion dollar mark in worldwide box office sales, beating Jurassic World in the fastest climb to that mark. I didn’t contribute to either of those [...]
26
11, 2015
A common focus trap. Are you falling into it?
There is a principle that is critical to your success in your career and/or business. Not apply it correctly and consistently and you’re likely to be doomed to mediocrity while running around [...]
19
11, 2015
I dare you to…
I haven’t seen Bill in years. So imagine my surprise when he walked up to me at a function I was speaking at this week and said, “I still remember one of [...]
17
11, 2015
Structured Creativity – A paradox?
There’s a new Bond film out. If you’ve watched some you’ll know they all follow the same proven, highly profitable formula. It’s no different with a Romantic Comedy or the Star Wars [...]
12
11, 2015
Three powerful words
“Just Do It.” A slogan made famous by Nike. But there’s a lot of power in those 3 words. Ever had so many choices that confusion reigned? You went round and round [...]
13
10, 2015
Why referrals are risky
A.C. Nielson reports a referral is up to 4 times more likely to buy than someone who comes to you cold. But best-selling author of The Referral Engine, John Jantsch found that [...]
8
10, 2015
If it fogs a mirror…
Talked to a couple of business start-ups the other day. “Who’s your client?”, I asked. “Everybody”, came the reply. I smiled because that brought back memories of when we started almost 16 [...]
5
10, 2015
You making this networking mistake?
Do you attend a lot of networking functions? Exchange cards. Pocket them and move on to the next person. Then wonder why no business transpires? All business is ultimately done on the [...]
8
09, 2015
Sales lessons from a child
Small children are masterful salespeople. “Daddy, I want an ice cream”. “No”. “I want an ice cream”. “No”. They’ll ask. And ask. And ask. More and more insistently until the parent either [...]
1
09, 2015
You making this fatal assumption?
A common refrain bandied about is, “Follow your passion and the money will come”. Frankly, nothing could be further from the truth. Most people get into business because they’re good at something. [...]
10
08, 2015
Two powerful questions all successful salespeople ask
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 [...]
25
06, 2015
Why you must challenge your prospects
Selling complex B2B solutions? The sales game has irrevocably changed. Customers are now researching solutions and can be 57% to 65% of the way through a decision process before contacting a vendor. [...]
5
05, 2015
Want to sell more? Here are two insurmountable truths
Want to sell more? Here are two insurmountable truths. Buyers are increasingly sceptical about anything you say and want proof you’re the real deal. And it takes multiple exposures to what you [...]
30
04, 2015
This mindset cost them. Will it cost you too?
I’m old enough to have worked through a number of economic cycles. From the major 1987 crash, Keating’s “Recession we had to have” in 1990 to the more recent Global Financial Crisis. [...]
28
04, 2015
Explain this or lose out…
No matter whether you provide professional services, are a tradesperson or manufacturer of fridges, you have to answer one question. “Why would I buy from you over your competition?” The short answer [...]
21
04, 2015
How to hook a client for life
In a recent radio interview Bob, a “Cruise Specialist”, highlighted a couple of important lessons applicable in any business. Cruises come in all sorts of shapes and sizes. Big boats, small ones. [...]
7
04, 2015
Is this “automatic response” stopping you cold?
Have you ever been caught like the proverbial deer in the headlights? Like when a prospect throws a curly question to you and you freeze, then stammer out an answer? Later on [...]
18
03, 2015
Can you segue?
Early in my corporate sales career I frustrated the heck out of many of my prospects. We’d have meeting after meeting. I’d find out all about them, what their issues were. Where [...]
11
03, 2015
Which are you? Thinker or Jumper?
Are you someone who plans everything to the nth degree? Cautious in your approach, maybe averse to risk? You come up with good ideas, know a lot about a lot, but often [...]
4
03, 2015
Opportunity dances with those who…
One of my favourite sayings is, “Opportunity only dances with those already on the dance floor”. If you believe the economic press, people are all afraid to spend money. Retail is down. [...]
26
02, 2015
Will you become extinct?
In business as in life, nothing stays still. You have to continually change and re-invent yourself to keep ahead of the curve or risk becoming extinct. This is especially true if you [...]
24
02, 2015
Why you must reach out…
“Great to hear from you! Thank you for calling.” Words you’ll never hear if you’re addicted to social media and limit all your communication to short 140 character messages and Facebook posts. [...]
17
02, 2015
The complacency trap
Arguably the greatest trap you can fall into is complacency. Complacency in a personal relationship or friendship will eventually destroy it as the other party no longer feels loved or valued. The [...]
12
02, 2015
6 principles all successful people embody – do you?
I spent many years in one of the toughest sales environments on the planet. Amway. And over the time, met just about every type of person, from those who signed up, made [...]
8
02, 2015
Are you unwittingly sabotaging yourself?
Have you ever avoided doing something you know would be good for you? Something personal like improving your health, or in your business making more sales calls. Every belief or action has [...]
5
02, 2015
What Roger Federer could teach you about business
Whether you love or hate tennis, you’ve got to admire the focus, grit, tenacity and sheer determination to win of champions like Roger Federer and Novak Djokovic. All champions, regardless of the [...]
3
02, 2015
Is your business exposed to these major risks?
Malaysia Airlines MH17 had just been shot down. The Russian Rebels allegedly backed by the Russian Government were blamed. Europe and the USA slapped sanctions onto Russia. The Ruble dramatically fell in [...]
27
01, 2015
Should you fire a client?
One of the hardest decisions I’ve had to make as a boss was when to let an employee go. While it was often about performance, on occasions it was either the business [...]
22
01, 2015
Perfection is overrated
Do you need all your ducks to line up before taking action? Does your product have to be perfect before trying to make a sale? Are you waiting for the perfect website, [...]