“I think we are onto something”!
All Systems Go- The Journey Begins. In my last blog, I talked about Selling what you can't see, and how Doug Gold, my business partner and previous owner of the More FM network came up with an idea to sell media inventory that went on to dominate the direct media...
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...
What are you Scared of?
I understand people’s reluctance to think of themselves as salespeople. I had a love/hate relationship with sales myself when I was younger. I grew up on a small farm on the coast of New Zealand, a place I loved. My father looked after the farm after his four brothers...
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....
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 that...
Negotiation is a form of Selling True or False?
Negotiation is a form of Selling True or False? We all know that Negotiation is a form of selling, and our ultimate goal is that everybody wins. Impossible, right? Maybe not. In my book Selling is Not Optional- How to Master the most important skill in business and...
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...
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...
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...
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...