The greatest predictor of sales success is…
One of the greatest predictors of sales success is how relentless you are at following up. And one of the best at it is the Guide Dogs Association. Funded entirely through public [...]
One of the greatest predictors of sales success is how relentless you are at following up. And one of the best at it is the Guide Dogs Association. Funded entirely through public [...]
It was the unlikeliest of places to learn some profound business lessons. Niederhorn is one of the local mountains easily reached from Interlaken via the Postal Bus and a Cable Car. It [...]
A lot of our work involves fixing an organisation’s marketing and sales processes so they stop wasting time and resources on the wrong prospects while converting the right ones into more profitable [...]
Would you like to have as much referral business as you can handle? Would you like to go to sleep at night knowing that the chances are good that you’ll have new [...]
What do Coca Cola, Kellogg’s, BMW, Johnson & Johnson, FedEx, Disney and MacDonald’s have in common? They all feature in the top 20 most trusted brands, worldwide. Consumers buy from them because [...]
Ever had a case of “buyer’s remorse”? You got caught up in the heat of the moment, the sales pitch, felt you really wanted it and bought. Could have been a few [...]
“You’re doing what?”, I exclaimed. I looked at him incredulously, laughed and said, “Wow, I’d never have considered doing that to attract clients.” Mitesh Mody started his Charted Accountancy practice a couple [...]
Selling high ticket items? Had an initial meeting with a prospect? Been asked to submit a proposal or tender? You may think this is a hot prospect. But before you rush in [...]
There are only 2 ways of generating leads. Both are valid. However one will produce twice the likelihood of a sale. Generally, organisations operate from this paradigm. You have a solution. You’re [...]
Want to sell more? Follow this simple rule. People buy results. Period. Ultimately nothing else matters. They don’t care about you. They don’t care about your expertise or experience. Unless it pertains [...]
Sitting on the train the other day I had a lovely “conversation” with “Gidget”, a youngish, black lab cross guide dog and her owner. Which reminded me of how well charities like [...]
Today, more than ever, your prospects will do extensive research on you before they pick up the phone and call. 94% of your prospects will go online to research you, your company [...]
What’s the number one reason you attend networking functions? Most people would say that’s obvious. “I want more business”. So they go hoping to meet their next big client. And their attitude [...]
I was recently reminded of a valuable sales lesson I learned many years ago. One that’s kept me in good stead. Back then I was being interviewed for a job as an [...]
One of the biggest arbiters of success is self-belief. Not arrogance, but a quiet knowing that you provide real value to your market. But for most people, this form of self-belief doesn’t [...]
There are two types of businesses in this world. The first commands premium prices and has loyal customers who stay with them for life. The other? Constantly find themselves competing on price. [...]
You walk into the room. It’s buzzing with people you’ve never met. You walk up to someone and introduce yourself. What’s the next thing you’ll get asked? Obviously it’s, “What do you [...]
Every business needs to answer 3 fundamental questions. Who is your market? What message from you will make them sit up and take notice? Can you get traffic? i.e. get your message [...]
Go to any networking group and you’ll hear lots of elevator pitches along the lines of… “I’m an accountant”, or “I provide finance”, “I help you with your social media presence”, “I [...]
The only constant in life is change. Business is no different. Your success is directly proportional to your flexibility and willingness to embrace new ideas. But for most, change is hard. You’re [...]
As a business owner, there are two major mindset traps you can fall into. The first is paralysis by analysis. The second, starting something, getting bored, dropping it half way and starting [...]
Walk into any networking function and listen to how people introduce themselves. They’ll identify with their profession. “I’m an accountant”. Or Lawyer, business coach, marketing consultant, trainer, HR consultant… the list goes [...]
Do you have problems closing business? You have lots of meetings with prospects you know could do with your help. But nothing comes of them. You’ve spent time asking questions to uncover [...]
We live in an age of massive choice. No matter what business you’re in, you will face strong competition. If you want to cut through and engage your audience, you need to [...]
Sales is about serving your clients. Getting out of your own limiting beliefs around value and assumptions about what someone else would spend. Many years ago I learned a sales lesson I’ll [...]
Who are you more likely to listen to? An authority figure you believe is an expert in their field. Or someone off the street you know nothing about. Obviously, the former. It’s [...]
Every business needs a steady stream of new customers to grow. But many businesses are doing it tough. Money isn’t flowing as freely. Customers aren’t flocking to their doors with open wallets. [...]
Many years ago, I’d been having a sales dialog with a prospect. Based out of town he suggested I come and meet the boss at a tradeshow they were exhibiting at. He [...]
You’ve finally got the meeting with Mr Big Prospect. You’re sitting in his office. You’ve established rapport. He looks at you expectantly. Now what? In this article “Why winging it doesn’t cut [...]
Imagine getting onto a plane, fastening your seatbelt and the Captain announcing, “Ladies and Gentlemen, welcome aboard. Today we’re just going to wing it and see where we end up.” Chances are [...]
Have you ever applied for a home loan? Maybe a line of credit? A mobile phone contract? Every industry has its own set of hidden rules. Rules outsiders can fall foul of [...]
I’ll never forget one of the core messages drilled into me by a multi-millionaire mentor. No matter what business you think you’re in, you’re not. You’re actually in the business of marketing [...]
What do you really know about your customers? What makes them tick? What makes them feel special? Why do they buy from you over everyone else? Over time I’ve realised the vast [...]
I’m sure you’ve heard of Lemmings – those rodents who conveniently commit mass suicide by jumping off cliffs into the raging ocean. Well it happens to be a myth with its origins [...]
There are only two reasons people buy. Gaining something or avoiding loss. And avoiding loss is by far the greater motivator. These examples from a recent sales workshop illustrate the point. Sue [...]
There are certain timeless principles in business. Some of the best marketing advice has been written 100 years ago and you can learn a lot from studying this classic material. A great [...]
Ever had a product recalled by the manufacturer due to a defect? It’s a pretty common occurrence no matter what industry is involved. Everything from kid’s toys to Jindee Cheese and cars [...]
We all know how important rapport building skills are. Hundreds, maybe thousands of books have been written on the subject. Sales courses always start with teaching the skills. And rightly so. Rapport [...]
In a world with ever increasing competition you must constantly innovate and or risk being left behind. There will always be new entrants into your market, cheaper production in a far off [...]
If there is one constant in life, it’s change. Nothing stays the same forever. Nothing works forever. So it is your ability to quickly adapt to change that will determine your success. [...]