Don’t ever leave a sales call without asking these questions.
https://youtu.be/4yHt24fY7oY Qualify your clients better. I think we would all agree that we’d be better at selling our product or service if we were qualifying our clients better. It’s very frustrating for owners and sales managers, when their salespeople do not...
How do you solve your client problems with just three easy questions?
https://youtu.be/9_5uWRJ-8mQ Ask the right questions. What are the best questions to ask a client when you first begin to work with them? The outcome for every meeting is your discovery. In the ol’ days we called it ‘consultant sell’. It went like this: “Find out...
What are people saying about you?
https://www.youtube.com/watch?v=5VC7OHYr6oE&feature=youtu.be There is a saying that goes like this: “What people say about you is more important than what you say about yourself”. Does it have a bit to do with timing? When it comes to getting testimonials from...
Have we lost our Verbal Skills?
https://www.youtube.com/watch?v=s1me5LG5Sv0&feature=youtu.be Here's my tip for this week, and it's to do with verbal skills. We don’t talk anymore. It’s something I’ve noticed more and more, and it’s become so bad, that the market has been conditioned to accept...
Do you have unproductive salespeople not following the 80/20 rule?
https://youtu.be/xdugKUr__DU 80% of your sales revenues come from 20% of your clients In this week’s article I’m going to talk about the 80/20 principle when it comes to selling and doing the same tested methods over and over again. The principle is: The 80/20...
Is Selling Yourself More Important Than Selling Your Product?
https://www.youtube.com/watch?v=S_KpyLmtjn0&feature=youtu.be Selling yourself first One of the key components to selling is selling yourself first. These days, where online content is just a click away; where your clients often already know a lot about the...
What Are You Really Paying For?
Here's my tip for this week, and it's a story which I think you'll like… https://www.youtube.com/watch?v=b9KN_GMy1OA&feature=youtu.be Built on performance But firstly here is some background. I owned a media sales company for many years called NRS Media. (Link)...
My Salespeople Drive Me Crazy
This is a comment I hear from sales managers all the time. “My salespeople drive me crazy” Guess what? My wife drives me crazy too; my kids at times drive me to drink. We are all driven crazy by someone. But I believe that salespeople are like your family and you as...
Two Powerful Reasons Why You Might Be Losing Clients.
Every time you meet a new client or want to work with a client they subconsciously think two things; here is the first one… They look at you and ask themselves quietly under their breath: “Can I trust this person? Can I actually trust this person with my money, with...
What the top 10% do
80%..........Of all sales are made after the fifth call 48%..........Of all salespeople call once and quit 25%..........Call twice and quit 10%..........Keep on calling These statistics are pretty close to the mark in all forms of selling and ring especially true in...