Upsell or a Cross Sell

As many of you may know, I owned a media consultancy company called NRS Media. We consulted to Radio, TV and Newspaper publishers, and online media companies all over the world. As you can probably appreciate, it involved a lot of travel, with many of our staff often...

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How do I get my sales people thinking like me?

This week I wanted to share a question that one of my clients asked me in a call last week. We were talking about ideas to motivate her team. This was her question: ‘How do I get my team to think like me, or to at least follow some of my behaviours?’ We got talking...

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Life-Time Value

Do you know the life-time value of your clients? What does it mean to the long-term survival of your business? I was visited recently by my mother in law. We do get on most of the time, after she forgave me for snatching her daughter, nearly 25 years ago. Each week...

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“Got a Minute” Meetings

This is not original, but I thought it might be useful for all those sales managers out there that get interruptions every minute of the day. It’s called “got a minute” meetings, I learned it from Chet Holmes’ book, The Ultimate Sales Machine. I was reminded the other...

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Do you have a Success wall?

I have a sales system that looks at building five key processes in a business. I call it the ADA programme- Anchor- Decision-Action. One of the key elements to this process is to build strong sales plans. When talking to clients, I relate the story where I was on a...

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Seven Days to be a Better Salesperson

Don’t put off your sales goals. A week is all it takes to get serious about improving your sales. Here’s how: Sunday Set aside half an hour on Sunday night to plan your week. Establish the six most important things you want to achieve and write them down. That one...

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What Lies Behind the Black Door

Several years ago, when attending one of Robert Kiyosaki’s courses, he told the group the story of the Black Door. It was about a young man and a Persian general. The young man, it is said, was a prisoner of war, and the general was a very fair man. When the day...

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Are There Acres of Diamonds in your Backyard?

In the early 1900s, Reverend Russell Conwell earned $5 million dollars by giving the same speech, which he titled “Acres of Diamonds,” more than 6,000 times to audiences across the country. His speech told the story of a farmer who sold his farm so he could travel...

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