The Best Salesman I Ever Met… Wasn’t a Salesman
The Best Salesman I Ever Met ... Wasn't a Salesman. Do you think you know what a successful salesperson looks like? Are you picturing an expensive suit, a flashy smile, and a smooth, practiced pitch? That’s what we imagine when we think of sales, but the truth is that...
Selling the Zara Way.
Selling the Zara Way. Selling the Zara way. Over the last 12 months there has been a lot of talk about Amazon and its threat to retailers and business owners here in New Zealand and in Australia. This follows the possibility that it may establish a direct presence in...
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 Friday...
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
Preparing for the Journey. In my blog last week I talked about how the journey began in my own company NRS Media. This week I want to discuss the importance of planning the journey in sales and explain the process Part of the reason people panic is that selling...
“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....