Let’s begin by introducing you to the ‘3 Rules of Sales’. Your client does not like the idea of being sold to. People buy off you for emotional reasons, not sensible reasons. Once you sell them your product or service, you need to satisfy their emotional decision with...

In this time, no matter what you do, you need to make sure that you are making offers, or spending on advertising, or promoting what you do. Don’t get paralysed What offers have you made this week? This month? How do they compare to last month’s activity? If you’re...

When I work with clients, I want to know what makes them special. What is it that they do, that is so special that it would make me want to buy off them? Why do people buy from you? Here is a quick-fire questionnaire you can answer in a couple of minutes that might...

The $1 billion product comes to life. In my post last week, I told the story of how MORE FM launched the GOLD KEY PROGRAMME, to launch their radio station back in the early ‘90s A simple 15-20-minute selling seminar was created to invite small groups of advertisers to...

PART ONE. This photo of a radio advertising product generated over $1 billion in advertising revenue. In 1991 More FM was launched under the leadership of Doug Gold. To launch a brand-new radio station takes courage and guts and rather big dreams. There was a problem....

Understanding what your customers value is one of the key things you need to understand. If you don’t understand what your client values, then you're in trouble. One of the mistakes that many salespeople make is they present the price early, without actually...

One of my mentors years ago said to me, “It’s not what you think that matters, it’s what you think about that matters.” He believed that you could change your life by just changing your thoughts. I have learnt over the years, that you can radically change the way you...

Hmm, tell me more I asked? Well, we have a local smallgoods company that is keen to get some help on their sales. Could I adapt 25 years of selling media, retail, and other products to this challenge? Why not? Over the last 18 months working alongside a great team of...

This week we know the situation of COVID-19 in New Zealand. It’s no longer in the community. There is still a lot of fear out in the community however and we need to recognise that with our clients. Fear. What does that mean and how do we overcome it? What is fear? I...

Are You Making A Comeback? A few weeks ago, I wrote an article on Coca-Cola and how they made their comeback during the Great Depression. This week I am going to talk about Proctor & Gamble. Soap and the power it has over us, even today. As they came out of the...