Lifetime Value
https://youtu.be/tpnwolQoFU0 Do you know the lifetime value of your clients? What it means to the long term survival of your business? I was visited recently by a friend who, can I say, is well into her 80s. Knowing your customer Once she and I had caught up on all...
How to Avoid the Biggest Mistake You Can Make when talking to a Buyer? – Part 2
https://www.youtube.com/watch?v=1bSFU0jxLo4&feature=youtu.be One of the biggest mistakes a salesperson can make is to think that a client only buys on price. Last week I talked about one of the biggest mistakes a salesperson can make - to think that a client only...
How to Avoid the Biggest Mistake You Can Make When Talking to a Buyer.
https://youtu.be/mUa3_wrVMYw One of the biggest mistakes a salesperson can make is to think that a client only buys on price. 4 Types of Buyers Recognise that there are four types of Buyers: 1. Price Buyer 2. Value Buyer 3. Relationship Buyer 4. Relationship/Value...
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)...