On The Path: Evaluating Clients’ Needs
In my last blog, I talked about the importance of knowledge, of knowing your products and your clients’ products strengths and weakness better than your competitors. If you did the exercise, you will now be armed with more tools to sell your product or service. So...
The Knowledge
I know I talked about the importance of mindset in my last video, and how much that plays a part in the selling journey. Insight, in the context of sales, means understanding your own product. It also means understanding your own businesses strengths and weaknesses....
Mind Your Mindset
In many of my blogs I talk about recognising steps needed to navigate the sales journey successfully. I am going to share in these upcoming blogs, the steps of that sales journey. These are taken from my book –Selling is not optional Before we get more deeply into...
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...
The Do’s and Don’ts of Rewarding your Team
Well managed well throughout incentive programs play an important part in achieving and exceeding sales targets. If you incentives are structured properly they can result in a high level of motivation. Here are a few basic principles I recommend to my clients. Avoid...
Secret Sales Tip – Morning tea or no thanks.
This secret or tip has worked pretty much every time I have tried it. Imagine this is your first call to your client, you have just inherited a client list from your sales manager, you know the one… “Its gold coated and will bring you in thousands and thousands of...
What the top 10% do
80%..........Of all sales are made after the fifth call48%..........Of all sales people call once and quit25%..........Call twice and quit10%..........Keep on calling These statistics is pretty close to the mark in all forms of selling be it a service or product sell....
Prospecting is not hunting, tying up the prospect, and forcing them to buy your product!
This last week I was asked by one of my clients how they can prospect better. It does not matter what it is you sell, whether it is a service, or a product. Prospecting is the lifeblood of any sales organisation. Would you like to know a system that allows you to...
Can You Set Aside One Hour to Set Up Your Year?
One Hour a day to Accomplish Your Goals. In our first article on goals for 2022, I talked about overcoming the obstacles that prevent you from accomplishing those goals. In this article, I am going to talk about, spending time each day to help you stay on track and...
The “thing” that gets in the way of achieving your goals.
Six Obstacles Preventing You from Achieving Your Goals in 2022. As the year begins I want to talk about the “thing” that gets in the way of you achieving your goals. Over the holiday break for me, it’s a great time to reflect on my past achievements for the year and...
