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!”
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!
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’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
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
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)
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!
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
“If you only do what you can do, you’ll never be more than you are.” This is a quote from Kung Fu Panda, where Master Shifu asks Po, his student, … Continue reading Performance: Are You A Fearless Improver?
A few months ago I started working with a national sales team. Part of the support has been to help the Sales Manager build in some recognition and incentive processes. … Continue reading Sales Performance Leagues- Do They Work?
Sell & Show You Care! Do you need a reason to speak to or stay in touch with your clients? You’d better come up with something or someone else will … Continue reading Selling By Caring!
I sometimes get asked by salespeople “why don’t people just tell us the truth?” or “why can’t they just let us know what’s going on?” There are even sales experts … Continue reading Do Buyers Lie To Us?
No matter how confident someone seems you never know what they are dealing with behind the scenes. They might be trying something new in their business/ department and there’s a … Continue reading Give The Gift of Encouragement
Selling has a largely negative reputation. This is down to the adverse experiences created by the pushy, hard closing, “gift of the gab” individuals! Well the good news is the … Continue reading Prospecting – Attract Your Customers Through Honesty & Transparency
If I was to ask you to describe a typical salesperson, you’d probably come up with these kinds of responses: Pushy Arrogant Don’t listen Hard closer Manipulative The experience of … Continue reading Are You a Salesperson?
It was recently brought home to me how important it is to give regular feedback, support and development to salespeople out in the Field. It’s amazing what happens when you … Continue reading Tips To Support Field Sales People
Here’s a great way to get traction with run rate for a sales team with weekly sales/ activity targets. Do you ever have weeks where you need to pile in … Continue reading How to Incentivise Sales Staff
I recently watched an excellent webinar heavily featuring the subject of trust by Chris Marr of The Content Marketing Academy. https://www.thecontentmarketingacademy.co.uk/ It inspired me to write this blog and how vital trust … Continue reading Using Trust To Attract Customers
I was recently interviewed by Matt Ruddle, Customer Success Director for InTouch CRM as part of his Carpool Conversations series, who asked me for my top 3 tips for Field … Continue reading 3 Common Mistakes Sales People Make