Here are some tips to start, maintain or re-awaken sales conversation. I use these and see them used effectively with businesses I work with which is great as they get … Continue reading Things to Avoid If You Want to Create & Maintain Sales Conversations:
“Being enthusiastic is fine because you’re a salesperson -but it won’t mean you’ll be any good as a manager!” Harsh words! Now imagine they come from people you trust and … Continue reading Stop Talking Yourself Out of Opportunities!
Sales Tip: “Land the F**king Plane!” This article is written with the intent to help you think of ways to get to the point, take action, or work out the … Continue reading “Land the F**king Plane!”
Let’s imagine a common scenario: let’s say you rely on customers to do something as part of a process. In other words they need to take action in order for … Continue reading “Sales Tip: How to Increase Buy In From Your Prospects & Customers!”
This is one of the most common fob-offs anyone can experience in sales. So how do you deal with the objection “call me back later?” Let’s imagine you’ve spoken to … Continue reading How to Deal With The Objection “Call Me back Later!”
I was recently contacted by a customer who was concerned that at the 11th hour he had an opportunity which had a 90% chance of success might become delayed or … Continue reading 11th Hour Sales Dilemma!
Is picking up the phone an annoying interruption to the recipient’s day? Call with a compelling reason, something to genuinely help- and it won’t be! Our competitors are not our … Continue reading Take The Pressure Out Of Sales, My Top Tips!
What Are You (Not) Saying? We’re all salespeople! We have to motivate, influence and persuade others in order to achieve things together. It gets even more complicated if there are … Continue reading How To Improve Feedback In Just 20 Minutes!
How often do you ask your customers why they choose to work with you? Admittedly I don’t do it enough. It’s great what I find out when I do though! … Continue reading A Strange Question?
Just One More! One of the most valuable lessons in sales was taught to me by one of my colleagues in the early part of our sales careers. Every evening … Continue reading Just One More!
“Well done, you’ve passed the certification. Get on the phone and get yourself some appointments.” That was the advice from my Area Manager in my first sales job. I was … Continue reading How To Sell More!
One of my fillings fell out recently. I should get it sorted out quickly but I haven’t yet. The thing is I can actually feel the hole during the day … Continue reading What a Pain!
I recently completed a 6 month sales training & coaching project with a new client. And just like in an earlier example: “11th Hour Sales Dilemna!” it was very nearly jeopardised. … Continue reading The Competition Rule
I asked for a referral from one of my clients to someone else in another part of their business. They very kindly gave me some contact details and said they … Continue reading The Power of Follow Up!
I’ve just had an awful experience with my former broadband provider. It was so messy we have parted company. 6 weeks without broadband in a new home isn’t fun! It … Continue reading Dealing With Difficult Conversations
I recently met someone at a friend’s wedding. He told me how he had recently gone from temporary for 18 months to permanent in his role at work. This is … Continue reading Understanding Payoffs
“Hi is that Martyn?” “Yes” “It’s James from (Organisation) I’m calling to let you know about the offer we have at the moment for membership. We’re waiving our joining fee … Continue reading The Most Important Part of a Sales Call!
Following on from my recent blog The Most Important Part of a Sales Call! I thought I’d share an exercise I did today with a sales team. The team members had the … Continue reading Getting the Most Out of the Most Important Part of a Sales Call!
I was recently asked by a friend of mine if giving away information is a mistake. My answer is…no way! This is something that I do on a regular basis. … Continue reading Don’t Be Afraid to Give Free Advice!
One of my trusted connections Rupert, a superb photographer, has a fantastic approach to sales. It doesn’t matter whether he is booked by them or not, he treats everyone as … Continue reading Winning Business Through Lost Opportunities
Who Did You Pretend to Be When You Were A Kid? One of the most popular ice breaker questions from my participants when doing a workshop is “who did you … Continue reading Want To Know The Most Effective Yet Underused Way To Improve Sales Performance?
I was recently asked to help a Sales Manager support the performance of his team. The initial part of the process was that we reviewed his team members’ individual payoffs. … Continue reading Conversation vs E Mail
I was at a networking meeting recently and one of the attendees asked me to have a chat with him about some work his business was being asked to quote … Continue reading Are You Under Charging And Missing Opportunities?
One of my clients has to work very hard to win business. They operate in a really competitive market place. One of the most common objections they come up against … Continue reading How To Get Round “Happy With Our Chosen Supplier!”
I’m very fortunate that I spend a lot of time with all kinds of salespeople. This means I get to see and hear what’s good and what could be improved. … Continue reading Share Your Expertise, Show You Care!
How can you get into a positive mind set when you’ve been knocked back with a little too much rejection? Maybe you’ve got a daunting task to do? Or maybe … Continue reading Techniques to Shift From Negative to Positive!
How often have you put the phone down or left a meeting with a Prospect/ Customer convinced that you were going to get the go ahead- then nothing happens? You … Continue reading “Is The Juice Worth The Squeeze?”
My friend Tony Pizii shared this with me: “Doc, I was so there and so into the target I could see nothing but the flag, I promise you I hit … Continue reading See What You Want To Happen Before Every Sales Interaction
What’s your business like for you in December? Is it a wind down in anticipation of the Christmas party? Or do you see it as an opportunity to speak with … Continue reading What’s Selling Like For You in December?
Dream job or tough gig? You take on something with a massive legacy. A legacy that spans three and a half decades. A story that captivated audiences all over the … Continue reading Star Wars: The (work)Force Awakens! (Lessons in Leadership with J.J. Abrams)
“The other company has a better understanding of our business…” That was the feedback my connection was told when he asked for feedback for a deal he was sure his … Continue reading Find Out Why The Prospect Didn’t Choose You!
You’ve worked hard to reach your Prospect after doing your research and come up with a compelling reason to call. You’ve used the support of the Gatekeeper to get put … Continue reading Phrases To Avoid When Creating Rapport!
When reviewing opportunities in your pipeline are you finding the Prospects who were willing to take your call are now unavailable? You’ve worked hard to navigate your way to them … Continue reading Improve Your Closing Skills
Up until a couple of years ago I avoided networking like the plague! I believed I could use my business development skills and confidence to Prospect, get past Gatekeepers, get … Continue reading How Does Networking Help in Sales?
How often when asking questions do you immediately try and fill the gap? You know you shouldn’t but in your eagerness you want to keep the conversation flowing and avoid … Continue reading The Power of Silence in Sales
Selling is all about helping people make better buying decisions. The trouble is too many salespeople fall into the trap of following their own agenda and end up in a … Continue reading Avoid Pitching Start Selling!
Here’s a way to help your Prospect make the decision to commit to your offer/ proposal/ quote. This is assuming what you are suggesting solves a problem for them and … Continue reading Close More Sales With The Rule of Three
We must get as many parts of our communication process working for us as possible. How often when you dial in to retrieve your messages do you find blank ones … Continue reading Are You Missing Opportunities Due To Voicemail?
You’ve been trying to reach your Prospect. You’ve called multiple times at various times. So do you now leave a message? Here’s a message I received recently. What do you … Continue reading Voice Mail Tips
Imagine you had been called by a prospective supplier. Your colleague takes their call and relays some intial information to you about their message. You don’t have time to take … Continue reading How to Respond to “Send an E-Mail!”