Selling what you can’t see

When I came into media, my main challenge was to sell something invisible. I learned that people buy ideas more than things. They buy concepts, promotions, and methods for getting people into their stores. In the early 90s, the media industry in New Zealand was...

read more

What makes great salespeople great?

  What makes great sales people great? The common misconceptions about salespeople can be tough to get over because they are so ingrained in our culture. It helps to see what successful salespeople actually look like. Most of the great salespeople aren’t all...

read more

Selling the Zara Way.

Selling the Zara Way. Selling the Zara way. Over the last 12 months  there has been a lot of talk about Amazon and its threat to retailers and business owners here in New Zealand and in Australia. This follows the possibility that it may establish a direct presence in...

read more
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 Friday...

read more
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...

read more

Preparing for the Journey

Preparing for the Journey. In my blog last week I talked about how the journey began in my own company NRS Media. This week I want to discuss the importance of planning the journey in sales and explain the process Part of the reason people panic is that selling...

read more