In our last blog, we began thinking about who really is our client. In this blog we will talk about being a detective. Become a detective. A lot of lead generation is detective work, pure and simple. If you are reading this, you fall into two camps. Strong sense of...

    Now that you understand the key fundamentals of selling, let’s now look at the specific person you are selling to. How To Sell Anything – Part 1, Part 2, Part 3 In the world of who you sell a product or service to, there is no more important person....

Last week we discussed the ‘3 Rules of Sales’.In that article we talked about rule #2 - People buy off you for emotional reasons not sensible reasons.This week we will finish off with rule #3 - Once you sell them your product or service you need to satisfy their...

Last week we discussed the ‘3 Rules of Sales’.In that article we talked about rule #1 - Your client does not like the idea of being sold to.This week we are going to talk about rule #2 - People buy off you for emotional reasons, not sensible reasons.Then next week, we...

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...