One of my clients runs a fish supply company. He sources his product from all over New Zealand and is seen as an expert for supplying and delivering fish - not normally sold by other fish suppliers - to upmarket restaurants. C-O - Crisis = Opportunity Imagine how he...

This week I want to make you an offer. Having customers on my database gives me the chance to add some value and give you the opportunity to take advantage of a few of my offers that others don’t get. Different stages of the buying cycle Offers pave the way to a sale,...

In this week’s blog I talk about asking the right questions and discovering that one extra question can unravel hidden opportunity and revenue. Many salespeople, after making a call to a client, figure out the problem and then offer a solution. The old budget...

If you have been struggling to navigate the impact of Covid-19, I want to let you know we understand. As an owner of not only this sales training company, but a café and a retail store, it is indeed a challenging time. Focus on your customers’ needs We are trying to...

Last week I talked about the buckets that most people sit in when it comes to selling their product or service. This week, I want to share with you the third part in this series and a link to the interview I did covering the three important factors that determine...

In my previous blog titled 'If You Do Not Have A Plan, Stay In The Car', I talked about the importance of understanding what bucket you sell to, and what to do with each one. My question now is - if you have established which bucket you sell to, how do you make sure...

Every day, all over the world salespeople love one thing.Their product.The challenge is most new clients you talk to are not really interested in your product just yet.What they’re interested in deep down is, can they trust you?Right now as we move into a new normal...

As a young sales rep my manager used to say this to me all the time. “If you do not have a plan, stay in the car.” As we reach week three in our country’s lockdown, it’s time to understand what that means in this crazy world we live in right now. Next piece of advice...

Let’s face it, what I think about changes daily, even hourly. The only subject at school that I loved was History. I still do. Most of the books I read are about the past, because I believe that is sometimes where the best learning can be found. Lifetime of...

Be confident when you are talking to your customers. In addition, don't be the first one to talk about Coronavirus. Why? Because you are confident that things will get better. By letting your customers bring up the virus, it opens the door for you to talk about what...