Walking The Talk – Sales is easy
“Sales is Easy” We are all in sales aren’t we? Sales often gets a bad rap. I believe that selling is an essential element in any business and, often, it’s your own beliefs around “sales" that prevent you from being successful. I invite you to move into the mindset...
Three Important Hoops to Put in Play When You Hire Your Next Salesperson
If you've read my last few posts. you'll see that I've been discussing the mistakes business owners make ( I have made every one of them- no kidding!) when it comes to getting the right salesperson on your team. I want to give you as much value as I can, so here are...
Hiring the Wrong Person Costs You Three Times Their Annual Salary
Throughout my recent posts, my message has been: hire the wrong person and it's going to cost you money...Heaps! Simple really. The old chestnut 'Hire attitude and then train', in this brave new world of data and measurements, is an old belief. Don't get me wrong, a...
The Big Three That Will Make Or Break Your Sales Recruitment
What not to do when Hiring Salespeople. Hire in your own likeness- A potential salesperson comes in to meet with you, and within a short time you have hit it off, you may have even shared some key rapport-building facts about each other. Of all the applicants that you...
How to Avoid the Biggest Mistake You Can Make when Hiring a Salesperson
How to hire a Superstar Salesperson each and every time Today, I released my free report on How to Hire a Superstar Salesperson each and every time. To coincide with releasing this free report, I wanted to share some of my thoughts around how I have hired salespeople...
The Butterfly Effect
In 1963 meteorologist Edward Lorenz announced a stunning discovery. For decades, people had viewed the universe as a large machine in which causes matched effects. “Cause and effect” it is sometimes known as, or “what you reap you sow.” He discovered The Butterfly...
Selling at Warp Speed: How to Make a Quick Buck (Without Breaking the Law)
The Fast and the Furious: Sales Edition Have you heard of Speed Selling? It's a great way to launch a company, and I have participated in it several times. Over the years, it has become more sophisticated, and my old company, NRS Media, (since sold) has fine-tuned it...
Sales relationships hinge on the ongoing conversation you have with yourself
Start a Conversation with Yourself A successful sales relationship hinges on the ongoing conversation you have with your customer. The dialogue starts, strangely enough, with the conversation you have with yourself. You can listen to others more effectively when you...
The Difference between a Small One and a Large One
Do you know the difference between a small sale and a large Sale An excellent book that I have had tucked away in my library is called Spin Selling by Neil Rackman. In Neil's book, he maintains that there is a difference between a small sale and a large sale and...
Reducing your Business Risk is Easier than you think
Reducing your business expenses is easier than you think A leading manufacturing company based in Japan is said to have saved a quarter of a million dollars just by turning off the lights. The company ran a competition with a reward asking people to answer this...