Harnessing the Power of Testimonials

Harnessing the Power of Testimonials

Harnessing the Power of Testimonials At least once a month at my place, on a Friday night, my family will have to make a major decision:  ‘What takeaways are we going to have tonight’? A third world problem right? An old ritual from days gone by. I am sure the...

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What the top 10% do

What the top 10% do

80%..........Of all sales are made after the fifth call 48%..........Of all sales people call once and quit 25%..........Call twice and quit 10%..........Keep on calling These statistics is pretty close to the mark in all forms of selling be it a service or product...

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Preparing for the Journey

Preparing for the Journey

Part of the reason people panic when they think about sales is that selling seems like a mysterious process. We might just be able solve that mystery. It’s our belief that selling is like any other journey: the territory you are covering may be new to you, but it has...

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If I could just……..

If I could just……..

Every year I receive a calendar in the mail from one of my coaches who I have worked with for several years, his name is Dan Kennedy. “A calendar you might say, what they still send out calendars!” A bit old fashioned don’t you think? I have a phone for that. His...

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Recognising Mindset

Clearly, mindset can make all the difference in problem solving. Stanford University psychologist Carol Dweck, a leading expert in motivation and psychology, and author of the book Mindset: The New Psychology of Success, discovered that everyone has one of two...

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The Power of Selling

The ability to sell is a skill that can be learned.  Even if you consider an “Oh I can’t sell,” the key is to get your message across by being yourself. Over the last few articles we have talked about the structure of a sale, and by learning this simple system made up...

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The Secret of Proof – Part 4

Last week we talked about the promise, and painting a picture of a product we were selling. Now I want to discuss proof. You have to show them PROOF. You have to prove to your client that what you have just said is true and you have to prove it to their satisfaction....

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The Secret Structure of a Sale – Part 2

Last week, we talked about the Secret Structure to a Sale. It was important to set the scene that it’s both, desire and discovery, that is important in the first part of any sale. We talked about selling a bike and the importance of not selling a bike, but one that...

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