Why don’t your clients buy from you?
1. They do not understand the proposition. Clients that are confused do nothing. The challenge for the salesperson is his/her own familiarity with their product. Salespeople presume that their knowledge and understanding of their product is also in his/her customers....
It just feels right.
Having been married for quite some time, and to the same person AJH, I have over time learned a very valuable lesson in husband and wife relations. Some may agree or disagree and even if you take the guidance of John Grey’s book, Men are from Mars and Women are from...
Human Needs Might Just Drive Everything, When It Comes to Sales
In this week’s blog, I talk about the importance of understanding the basic human needs we all have. In addition, what it means to you as a salesperson, if you discover a client’s wants and needs. My view is that unless you do discover the needs and wants of your...
The leads are weak!
The leads are weak is a well-known phrase from the movie Glengarry Glen Ross starring Al Pacino, Jack Lemmon, Alec Baldwin, Alan Arkin. The movie is an examination of the machinations behind the scenes at a real estate office. In one scene Jack Lemmon, after working...
Prospecting is not hunting, tying up the prospect, and forcing them to buy your product!
This last week I was asked by one of my clients how they can prospect better. It does not matter what it is you sell, whether it is a service, or a product. Prospecting is the lifeblood of any sales organisation. Would you like to know a system that allows you to...
Upsell or a Cross Sell
As many of you may know, I owned a media consultancy company called NRS Media. We consulted to Radio, TV and Newspaper publishers, and online media companies all over the world. As you can probably appreciate, it involved a lot of travel, with many of our staff often...
How do I get my sales people thinking like me?
This week I wanted to share a question that one of my clients asked me in a call last week. We were talking about ideas to motivate her team. This was her question: ‘How do I get my team to think like me, or to at least follow some of my behaviours?’ We got talking...
Life-Time Value
Do you know the life-time value of your clients? What does it mean to the long-term survival of your business? I was visited recently by my mother in law. We do get on most of the time, after she forgave me for snatching her daughter, nearly 25 years ago. Each week...
Five Things You Should Do This Week With Your Clients
Talk to them. I know this sounds simple, but everyone is focused on what is happening in the world economy right now. Your clients are not.They might have one eye on the news, but they also have to open their doors and get on with business. If you are talking to them...
“Got a Minute” Meetings
This is not original, but I thought it might be useful for all those sales managers out there that get interruptions every minute of the day. It’s called “got a minute” meetings, I learned it from Chet Holmes’ book, The Ultimate Sales Machine. I was reminded the other...
