What makes great salespeople great?
What makes great salespeople great? The common misconceptions about salespeople can be tough to overcome because they are ingrained in our culture. It helps to see what successful salespeople look like. Most great salespeople aren’t all that slick on the surface,...
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...
Recognising Mindset
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 mindsets—fixed or...
What is your definition of work?
When I owned NRS Media, Michael Botta was one of the best sales guys. Michael was one of our longest-standing staff members at NRS Media and was based in our Long Beach office in good 'ole' USA. He was in front of thousands of media salespeople each year and travelled...
Learning from other Industries- Real Estate
In Dan Kennedy’s book ‘No BS Sales Success’, he talks about a real estate agent called Pebby B. Here is an abridged version… “Peggy B gets 70% of her listings from referrals and 30% from advertising. When someone wants to list with Peggy, they get put onto one of her...
Five Things Every Business Owner should Know before they hire a Sales Trainer
I am always being asked what makes good sales training and coaching? Here are five tips I hope can help you make the right decision when it comes to hiring any sales trainer or sales coach. 1. The sales team don’t see the sales training as relevant to them. Usually...
Do you know who the third guy was who went to the moon, and what has that got to do with teamwork?
https://youtu.be/pgJZiSFc048 Everyone praises the feats of both Armstrong and Aldrin as the first humans to set foot on the moon, but what about the third guy, and what has that got to do with teamwork? The third person who went to the moon with Armstrong and Aldrin...
Have you played the before, during, and after game?
Every sale is set up before, made during, and then finalised, after. We can influence all of these areas and ultimately, almost guarantee that a sale is made. So, what do I mean? Before: Before every sale begins to take shape, we decide that we want to work with a...
It just feels right.
Having been married for quite some time, and to the same person AJH, or commonly known as the CEO I have over time learned a very valuable lesson in husband and wife relations. Some may agree or disagree and even if you take the guidance of John Grey’s book, Men are...
Human Needs Might Just Drive Everything, When It Comes to Sales
In this week’s blog, I talk about the importance of understanding the basic human needs we all have. In addition, what it means to you as a salesperson, is if you discover a client’s wants and needs lots happen. My view is that unless you do discover the needs and...