Are You Making A Comeback?

Are You Making A Comeback? A few weeks ago, I wrote an article on Coca-Cola and how they made their comeback during the Great Depression. This week I am going to talk about Proctor & Gamble. Soap and the power it has over us, even today. As they came out of the...

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$480,000 In Two Weeks

One of my clients runs a fish supply company. He sources his product from all over New Zealand and is seen as an expert for supplying and delivering fish - not normally sold by other fish suppliers - to upmarket restaurants. C-O - Crisis = Opportunity Imagine how he...

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Make More Offers

This week I want to make you an offer. Having customers on my database gives me the chance to add some value and give you the opportunity to take advantage of a few of my offers that others don’t get. Different stages of the buying cycle Offers pave the way to a sale,...

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Two Words That Increased A Sale By 100%

In this week’s blog I talk about asking the right questions and discovering that one extra question can unravel hidden opportunity and revenue. Many salespeople, after making a call to a client, figure out the problem and then offer a solution. The old budget...

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Don’t Keep Your Team In The Dark

Last week I talked about the buckets that most people sit in when it comes to selling their product or service. This week, I want to share with you the third part in this series and a link to the interview I did covering the three important factors that determine...

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Are You Selling Out Of The Right Bucket?

In my previous blog titled 'If You Do Not Have A Plan, Stay In The Car', I talked about the importance of understanding what bucket you sell to, and what to do with each one. My question now is - if you have established which bucket you sell to, how do you make sure...

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Can You See Your Sales Through Different Eyes?

Every day, all over the world salespeople love one thing.Their product.The challenge is most new clients you talk to are not really interested in your product just yet.What they’re interested in deep down is, can they trust you?Right now as we move into a new normal...

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If You Do Not Have A Plan, Stay In The Car

As a young sales rep my manager used to say this to me all the time. “If you do not have a plan, stay in the car.” As we reach week three in our country’s lockdown, it’s time to understand what that means in this crazy world we live in right now. Next piece of advice...

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What I Am Thinking About Today

Let’s face it, what I think about changes daily, even hourly. The only subject at school that I loved was History. I still do. Most of the books I read are about the past, because I believe that is sometimes where the best learning can be found. Lifetime of...

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